Job Description :

Location - Kharagpur

Role purpose : To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in volume and revenues.

Area of Responsibility : 

- Deliver volume & revenue sales target for all products by executing the distribution strategy at the channel-partner(RDS) level

- Monitor quality of distribution through the RDS sales team

- Strength relationship with key retail customers

- Competition Tracking & reporting - schemes & programs

- Ensure availability of stock at RDS and Retail while adhering to the norms

- Execute promotional activities for channel partners to drive sales and build market credibility

- Distribution expansion and extraction: Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies

Requirements & Expectations :

- RDS Sales Executive Management (RDS SE)

- Target Setting for RDS SE

- RDS SE beat plan adherence

- Systems / formats at RDS SE

- Manage In-store promoters

- Impart product knowledge to sellers

- Drive distribution KPIs delivery

RDS Management : 

- RDS Infra / SE Availability monitoring

- Monitor Stock holding & Market credit

- Day to day Performance Review & discussions

- Problem Solving

- Systems/formats at RDS point

- Compliance to company policies

Critical Success Factors

- Continuous Learning & Empowering Talent

- Building Team Commitment

- Leads Decision Making & Delivering Results

- Builds Strategic Relationships & Organizational Agility

- Analytical Thinking

Core Competencies

- Products Services & Technology Knowledge - Consumer

- Negotiation

- Working with Partners

- Solving Problems

- Sales Planning & Forecasting

Formal qualifications : 

- University degree in Business, Marketing or Engineering/ICT (or similar/equivalent). Higher university such as an MBA considered a merit.

- Three to Five years of experience in distribution planning and channel implementation.

- Understanding of general retail management best practices and customer relationship management.

- Hardworking, persistent, and dependable.

- Positive and enthusiastic.

Financial :

- Accountability for revenue targets for distribution channel for all products.

Non - Financial : 

- Monitoring of distributors- sales force and retailers

- Resolution of channel-specific issues within timelines.

Key performance indicators - Your Background

- Achievement of key targets in the distribution network (Sales, Revenue) in the territory.

- Achievement of retail outlet (MBO) expansion targets.

- Performance management of channel partners, sales force.

- Delivery of distribution metrics

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