Channel Manager - Modern Trade, Kochi

Role & responsibilities

Reports to: Regional Manager - Modern Trade

Purpose: This position has overall responsibility of developing sales strategies for assigned territories/ LFS counters, focusing on business growth.

Skills and Competencies

Communication

Abilities Active Listening
Strong prospecting and negotiations skills. process oriented

Analytical with strong people management skills.

Functional Competencies

Modern Trade Operations/ LFS Operations
Account management Product / Pricing / Competition knowledge

Role and Responsibility

Sales target achievement on monthly basis and supervision of Promoters.

Drive the secondary sales and monitor stocks.

Monitoring adherence to commercial norms and taking corrective action where required. Identification of areas of network expansion / correction and recommendation of suitable parties within the territory. Introducing new products to Chains, implementing new marketing plans.

Tracking the market share of the company in the categories handled and taking action on focus areas for share enhancement. Identification of focus outlets for merchandising and promotions.

Promoters/Merchandiser selection, training, and performance evaluations.

Recognising the strengths and shortcomings of front-line sales representatives dealing with chains and addressing the inadequacies through both on-the-job and classroom training in a few particular areas.

For both large towns and upcountry markets, evaluate and increase the market size & share, sales potential, and develop effective channels of distribution to satisfy short- and long-term goals.

The job is primarily developmental, so the focus should be on creating opportunities that have been missed in the past.