Area Sales Manger- Guwahati

Role & responsibilities

1. Distributor point visit & Review

• Review distributor on agreed business plan review and record distribution expansion/mix/retention/ number of SSO invoiced every month/operations/service levels/credit to market vs. ROI assumptions
• Identify gaps and agree action plan inventory, market credit, resource deployment etc.
• Agree and record plans for balance-to-go
• Assess capability of distributor, distributor manager, TO and DSR
• Check Distributors infrastructure warehouse space utilisation, stacking norms and hygiene, delivery vehicles, manpower fill rate as defined in the Business plan
• Review offtake vs. sell-in programmes – painter offtake, Medium and Small projects contribution, shop assistant programmes, In-Store etc.
• Document and send Minutes of the meeting
• Plan change in distributor and drive migration in the event of a distributor not meeting norms/breaking contractual norms laid out in the SOP and contract

2. Distributor territory visit

• Beat adherence of DSRs and AkzoNobel TOs market visit
• SLAs – Material delivery/credit terms
• Commercial – clarity and transparency of accounts to customers
• Discounts/Rebates/Promotions understanding and adherence to/proper deployment of agreed discounts/rebates/promotions
• Meet core segmented SSOs to address issues if any and ensure growth

3. Capability building of team

Improve capability of team members basis market and Distributor point visit

ASM (India)

• Understanding the critical elements of the Business plan sheet
• Enablers to drive ROI
• Product/POST training if need arises

TO/DSR

• Preparing a smart and realistic plan basis the DSRs beat plan status (addressing growing, declining, unproductive etc.)
• Mock calls on POST and new SSO appointment
• Product/POST training if needed
• Complaint management

4. Retailer Profitability, Discounts/ Rebates/ Promotions management

Deploy discounts/rebates/promotions through distributor to ensure defined and stable retailer profitability for top 12 to 14 SKUs assessed via MOP tracking

• Ensure deployment of discounts and rebates as per defined policy to reduce gaps between Large, Medium and Small SSOs
• Ensure deployment of discounts and rebates to ensure profit per can is stable for identified SKUs which are on MOP tracker
• Ensure desired level of participation in loyalty building promotions like incentive trips in the distributor territories

5. Process adherence and usage of defines tools

Ensure adherence to defined processes by distributor, distributor teams and AkzoNobel teams ASM/TO (as applicable) and drive usage of all mandated tools:

• DERP deployment and usage
• CRM usage – CRM Retail by DSR and TO, CRM Pro by MDO and Painter Rep for Medium and Small projects and painter engagement and CRM Case Management by all
• Painter engagement and loyalty programmes defined
• Daily, weekly, monthly review routines
• HSES norms

Use provided MIS reports to ensure proper understanding and insights of the distributor territories performance on sell-in, sell-out and offtake to be able to review, monitor and take corrective actions to ensure business plan delivery

6. Productivity of Assets

Ensure defined productivity measures of assets through understanding of the measures and regular review and monitoring:

• POST equipment
• In-Store Eeden deployments and periodic refresh

Preferred candidate profile

• University degree with 6 to 10 years of Sales experience is mandatory of which at least 4 should be managing a team of Sales personnel – prior experience managing distributor GTM models will be an added advantage
• Should have the ability to work along with a team of people both FTE, CWF and Distributor and Distributor team to effectively deliver business objectives of sell-in, sell-out and offtake
• Proven track record of execution of defined programmes and processes through a team delivering defined business objectives and good people management skills
• Possess good analytical skills and ability to use data to identify issues and opportunities
• Good Microsoft Office skills (Excel, PowerPoint and Word),