ROLE PURPOSE
Achieving set targets and matching sales achievements as per the potential of the assigned territory by supervising motivating and making operational decisions in the given territories through Agents and sales representatives while maintaining agreed standards and KPI’s with developing sustainable business relationships with relevant stakeholders.
TARGET AND SALES OBJECTIVES
Ø Plan and achieve forecasted/ agreed sales volume and value objectives
Ø Collect, record, use sales & territory information to plan territorial activities
Ø Plan, coordinate, communicate & implement all promotional, trade and sales plans
IN-FIELD EXECUTION
Availability
Ø Identifying, planning, supporting & motivating direct reports & Distributors to achieve availability KPI’s and norms in identified channels or group of accounts for all SKU’s and brands.
Offer
Ø Identifying opportunities, discussing and converting those opportunities into volumes and value through appropriate offers for all SKU’s and brands
Communication
Ø Planning and executing all in-store communication activities for all brands and trade activities
Maintenance
Ø Achieve and maintain all trade standards all the time
RD-OPERATIONS AND RELATIONSHIPS
Re-Distribution
Ø Plan, implement, monitor and control re-distribution in assigned territories through setting appropriate trade KPI’s
People Development
Ø Identify areas of improvement and practice coaching to improve performance
Motivation
Ø Identify areas of motivation of different stakeholders and practice appropriate programs and styles
Relationships
Ø Identify and map stakeholder importance and develop sustainable business relationships
Health & safety
Ø Plan and implement sustainable H & S precautions and best practices are adhered all the time to ensure safety of people.
Matured outgoing, enthusiastic and energetic person with very good inter personal skills with ability to guide, lead, support and motivate direct reports and other stake holders with the understanding of cost, impact to achieve desired results (business acumen). Good ability to understand the role and importance of channels, customers, categories brands, and promotions (Learning agility) and ability to convert plans into action & achievement through direct reports and other stakeholders (Entrepreneurship) with good analytical skills with office applications. Good verbal and written communication & presentation skills. Should be able to communicate, plan and implement & maintain non sales related activity in the given region.
EDUCATION
Ø BA Degree in Sales, Marketing, Business Management or equivalent. MBA beneficial.
EXPERIENCE
Ø At least 8 years of relevant sales experience out of which 3 years in a managerial position
TECHNICAL/FUNCTIONAL EXPERTISE
Ø Leadership/People skills
Ø Distribution management skills
Ø Coaching skills
Ø Broad business knowledge. Good understanding of categories, channels, Sales Information, Conditionality & in-store marketing mix
Ø Computer literacy- MS office
Ø Presentations skills.
Ø Sales Management
Ø Financial Impact. Budgets; financial implications of decisions
Ø Communication (verbal and written) in English
Ø Planning
INDUSTRY EXPERIENCE
Ø FMCG