Area Sales Executive

Purpose of the Position :

This position is responsible for:-

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Process/Sub Process

Responsibilities/Activities

Sales planning and Primary & Secondary objective meeting

• Target for quarterly business (Value level, Brand level and on other functional areas)
• Planning and Preparation on the months deliverable (overall sales & focus activities).
• Align monthly secondary value objective to all his team members and built connectivity
• Ensure alignment of distributors on monthly objectives
• Planning for Month inputs, focus brands and how to utilize them to drive secondary
• Set up tracking and review with time lines for self and for team to secure monthly objective

Territory and Distribution (DB) Management

• To organize territory according to long term objective with consultation of ASM and implement.
• To strengthen area by improving coverage (both direct and indirect) and effective distribution
• Ensure Distribution infrastructure is connected as per requirement of objective in terms of coverage
• To increase width and depth of coverage as per DPL expectation
• To have Monthly discussion on sales plan, inventory, credit and market services and Distributor concerns and plan objective accordingly
• Performance Development Plan compliance

Salesman resourcing, development and efficiency management

• Prepare effective PJP / BEAT keeping in mind productivity, transit time and cost
• Appoint salesman suitable to the requirement
• On the field training
• Ensure entire manpower are on board as per plan
• Ensure complete man days working
• Provide job support
• Ensure high standard performance by implementing best practices, evaluating performance on key result area

BTL activity management (Trade Scheme, Visibility drive, Coverage, New launches and Brand promotional activity etc.)

• Understand the activation plan
• Plan in line with sales objective and implement
• Execution of activities as per objective
• Ensure proper support and services for effective utilization of activity
• Train salesman team on new Schemes, promotional activity
• Monitor and review performance

Sales and distribution effectiveness and hygiene (Implementation of companies system & policies at DB and Market level)

• 100% system implementation as per company SOP
• Continuous effort to improve distribution effectiveness both in terms of width and depth at geography as well as brand level
• Adapt best working practices