Manager - Sales Operations - FMCG/Consumer Durables (1-5 yrs)
Appointment & Induction : Build a robust data bank of WSS across towns, by working closely with the sales team and connecting with channel partners of different organizations.
- Identifying distribution gaps in towns/cities and bridging the same by appointing the right channel partner.
- Predicting channel partner churn and proactively providing a list of WSS to the sales team as an alternate WSS as per WSS appointment process.
- Execute the appointment processes as per the WSS appointment workflow.
WSS Training :
- Create an annual Training calendar in consultation with ZSMs.
- Impart training to all new WSS and organize refreshers for existing WSS as per the calendar.
Insights on WSS Discontinuation :
Pre-Discontinuation Counseling : To prevent voluntary discontinuation
WSS Exit interviews : Execute Exit interviews for all Discontinued WSS; develop key insights for process/policy improvements.
WSS Attrition analysis : Analyse reasons for WSS attrition and suggest input on policies, ways of working.
Field support responsibilities :
- Ensure seamless full and final settlement process for the outgoing partner and onboarding process for the new channel partner.
Legal support : Post decision to go legal (by Sales/Legal teams), ensure following Collate/provide documentation required for filing legal suit in time for any potential litigation. Coordinate with legal team, lawyers, police & local authorities
Commercial Policy adherence :
CSMs would drive compliance / escalate exceptions to ZSM/DDM and chronic exceptions to NSM/PSM. WSS Management audits/Insight generation: Audit WSS compliance with respect to (a) SASH, (b) WSS automation
(c) competition, (d) WSS Portal usage (e) infrastructure of the WSS. Review/Analyze and Action critical activities impacting the WSS service levels
Logistics : Discuss audit finding with BM/ZSM/RSM, publish the audit findings and agreed action plan with timelines to the respective stakeholders. Provide feedback to DDM on HO related issues and work with the ZSM on issue resolution concerning the field teams/WSS/dealers.
Looking for candidates from Tier 1 b school FMCG/ consumer durable/ telecom- 2015/16 batches with Sales experience
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