Uttar Pradesh (E&W)

Profile For ASM & TSM:

RETAIL UNIVERSE Management

- Coach DSE on how to capture RU & get the RU (RETAIL UNIVERSE) listing activity done

- Verify that all RU details are correct & are updated regularly

- Create Beat Plan for DSEs & ensure retail outlet coverage as per beat plan

Material Management Placement

- Ensure availability of stock at MD and Retailer as per placement norms

- Coach FOS & ensure retailer training on products, processes & policies to aid tertiary sales

- Ensure tertiary sales registration by FOS/retailer through proper training of FOS.

Replenishment

- Ensure retail replenishment as per the gap report & ensure secondary punching is done on the same day

- Ensure regular primary billing to replenish MD stock - as per the market gap report

Manage Stock Ageing:

Ageing at distributor level: Identify outlets where ageing stock (priority - EOL stock) can be placed and liquidated

Ageing at retailer level: Track and redeploy the ageing stock. Seek market support from ZM for liquidating (if required)

Price Drop

- Ensure timely claim of PD by MD & that the claims are further passed on to the retailers

Stock Reconciliation

- Physical stock at MD and Retail to be matched with system stock

Manage Returns:

- Manage the returns (SRN) at MD and Retailer level

Retailer Credit Management

- Coach and shift MD from Credit days to outlet Stock value for credit management.

- Decide credit limit along with MD and FOS for each outlet & enroll retailer on the same

- Monitor the credit exposure on a regular basis and take relevant action

BTL Management

- Ensure out-shop and in-shop brand visibility

- Ensure deployment of merchandising material at retail by fos or merchandiser

- Ensure agreement with retailer for brand element deployment as per the policy

- Ensure placement of demo/dummy as per norms at the outlet

- Ensure retention of the deployed assets through regular monitoring and control

Scheme Management

- Ensure timely scheme communication and enrollment for all MD and Retailer

- Ensure regular updates on scheme status and timely communication of payout details

- Resolve any issues pertaining to payouts and settlement at MD and Retailer level

Price Management ROP (RECOMANDED OPERATING PRICE) Enrolment and Adherence

- Ensure ROP enrollment for all retailers & communication through updated price list

- Hire and train the Mystery shoppers for ROP audits

- Conduct timely audits for ROP through Mystery Shoppers & take corrective actions

Infiltration Control

- Conduct random audits to ensure price hygiene and raise tickets in case of defaults

GTM planning and execution

- Conduct product training for TL, FOS and MD

- Identify eligible outlets and ensure product training at outlets

- Ensure Placement of new model as per FPN (first placement norm)

- Ensure new model BTL element deployment and scheme communication (if applicable)

MD lifecycle Management

- Identify the need for new MD wherever required & appoint MD in all vacant territories

- Ensure that you coach MD on products, policies, processes, systems and guidelines

- MDperformance needs to be reviewed and communicated regularly

- Ensure availability of adequate Infrastructure at MD & monitor MD ROI - take corrective action if required

- Facilitate Channel finance whenever required

- Ensure timely punching of NDC by MD, encourage MD to raise ticket at helpdesk and resolve all MD related issues for a healthy DSAT score (- DSAT- DEALER SATISFACTION)

- Facilitate smooth exit of Channel partner

TL AND FOS Lifecycle Management

- Identify the need for new TL AND FOS wherever required & appoint FOS in all vacant territories

- Coach the TL & FOS on products, processes, systems, guidelines and policies

- Ensure that TL & FOS follows all the processes & take corrective action in case of deviation

- TL & FOS performance needs to be reviewed and communicated regularly. Take corrective actions if required through refresher training

- Conduct Regular OJT with TL & FOS.

- ALL RELEVENT REPORTS AS PER COMPANY NORMS HAS TO BE SENT ON DAILY BASIS.

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