Area Sales Manager - Darbhanga

Key Roles and Responsibilities

• Sales planning:

  Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager)

• Distributor management

  : Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan

• Collections:

  Ensure timely clearance of outstanding payments from distributors

Customer Orientation

• Product launches:

  Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs

• Product feedback:

  Collecting and synthesizing feedback on Relaxos product portfolio in the context of competitor products and providing appropriate recommendations

• Secondary feedback:

  Capturing feedback of retailers on secondary scheme, NPD and distribution

• Distributor appointment:

  Scouting and appointing new distributors as per defined norms

• Distributor onboarding:

  Ensuring distributor gets all relevant post appointment support

• Distributor account management:

  Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits

• Complaints management:

  Resolving complaints of channel partners inc. issues related to returns

People Orientation

• Effective leadership:

  Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer

• Mentorship and supervision:

  Mentoring, coaching and supervising company SOs

• Evaluation:

  Evaluating SO performance and creating customised action plan for each SO

Internal Business Process

• Outlet mapping

  : Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories

• Coverage improvement:

  Based on market visits, highlighting gaps in market and developing an action plan with SO.

• Retailer engagement

  : Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising

• Orders and credit management:

  Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team

• Journey plan:

  Compiling market working reports from SOs and sharing then with the admin team

• Competitive analysis:

  Analyzing competitor initiatives and preparing action plans to counter competition

• Competitor schemes:

  Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors

• Distributor exclusivity:

  Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio

• MIS reports:

  Preparing MIS reports for target vs actual sales and other objectives

• Reviews:

  Timely review of monthly/quarterly performance with RSMs, SOs and distributors

• Sales forecasting:

  Providing sales forecast support to RSM

• Other strategic interventions:

  Focus on implementation of companys strategic objectives for assigned sales area

Competencies

Behavioral

• Business Acumen
• Selling skills
• Market Knowledge
• Analytical skills
• Customer Focus
• Collaboration
• Adaptability
• Result Orientation
• Negotiation skills

Key Result Areas

Qualitative

• Sales Volume/Value Achievement
• % Revenue Contribution from NPDs
• Rs. Cr business from new Distr-Div. vs. target
• PJP adherence
• Average outstanding at end of each month as % of month's sales
• Improve Adherence to Key Sales Processes.
• Coaching and mentoring provided to SOs
• Competitor Analysis
• Customer Service improvement