ASM- Mangalore

Job Description

Role & responsibilities: 1. Distributor point visit & Review Meet all Distributor at least once in two months. All discussion to be based on the Distributor Business plan sheet only Observe and discuss the following with the Distributor proprietor / Manager along with the TO and MDO 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 Check and reconfirm on the Distributor ways of working. Things to be observed- 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 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