KEY RESPONSIBILITIES :

Sales Focus

- Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands

- Sales target setting and monitoring for Distributors, ISR's at a beat level

- Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations

- Sales projection for distribution business

Area & Business Planning : 

- Identify potential towns & appoint distributors in line with business strategy

- Plan & allocate ISR's basis market potential

- Formulate & execute the secondary sales plan - Area wise, distributor wise, Brand wise, SKU wise

- Conduct JCM's for all ISR's every month and review area performance

Distribution Management

- Ensuring quality of market coverage through effective use of ISR and distribution network

- Develop and ensure implementation of Distribution plan across distributor territories

- Ensure category availability, visibility & freshness (Stock rotation)

- Ensure that the ISR's are servicing the market for breakages & stock destruction

- Formulate and ensure implementation of trade & consumer promotion plans

- Support micro marketing/ customer activation initiatives planned for the area.

- Competition tracking & providing inputs to the ASM

Distributor Management : 

- Educate and train the distributors on companies systems & processes

- Ensure optimal stocking levels and high billing efficiency for all distributors

- Ensure distributor compliance to agreed service levels & credit terms

- Review distributor financial health (pipeline and outstanding)

- Ensure that the claims of the distributor are settled by company within specified time limits

People management and development :

- Facilitate hiring & induction of ISR's to ensure alignment to - companies ways of working-

- Enhance ISR effectiveness through training & coaching

- Management of ISR working (PJP, Itinerary, expenses etc)

- Periodic review of ISR performance and feedback

- ISR retention through high engagement and motivation

Reporting :
 
- Daily activity report

- JCM reports on area performance

- Retail Audit & Retail Universe update

- Expense Statements

- SDR / BIR

- Other relevant forms

Code of conduct and compliance to stat / regulatory norms

- Adherence to code of conduct

- Conformation to all financial and administration systems

- Compliance to statutory and regulatory norms

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