Key Metrics
- Sec Value Achievement Vs. Plan
- Trade Spends within budget
- Execution of Go-to-Market Strategy
- Selling KRA
– Range Selling, Order Cancellation Rate, %age outlet billed
- Coaching Team
Main Responsibilities & Tasks Strategy and AOP
- AOP t Responsibilities arget planning & tracking for CEs that are consistent with Unit plan
- Execute necessary plans to consistently grow shares in each category as per plan
- Ensure transparent communication to the field team including partners
- Managing discounts and distributor margins
- Setting up and Retiring DB channels and guide on standard operating procedures
Market Share
- Improve market share by increasing net distribution and weighted distribution
- Activate brands – Pack wise & channel wise activities to improve Market Share
- Ensure asset productivity and drive corporate/regional marketing agenda
- Develop team capabilities to address channel partner stability related issues
- Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
- Possess high competition intelligence in constant monitoring of all competition
Team Building
- Assess performance capability & providing development feedback to team
- Recognize CEs on internal/external platforms
- Partner with Sales HR and drive Core People Processes across the team
- Own the frontline functional skill development and Development Action Plan
Qualifications:
Key Capabilities / Competencies
CompetenciesKnowledge
- FMCG sales overview
- Distribution Business
- Computer Proficiency – Excel, Word, PPT, Outlook
- Local Language and English
- ROI Understanding
Skills
- Negotiation
- Communication
- People management
- Time Management
- Critical Thinking
- Analytical Ability
- Problem Solving
Key Interfaces
Internal:
Unit Manager
Sales Manager
Customer Executives
Sales Development Manager
Market Development Manager
Revenue Manager
Infra – Cooler Dept.
Supply Chain Manager
Unit Finance Manager
Unit HR Manager
External:
Customers/Retailers
Distributors
Salesmen | 3rd Party
Warehouse Manager
Qualifications
– Any under graduation
– Post Graduation (Tier 2/3 College)
– Preferable MBA
Experience
– at least 4 Years
– FMCG Sales
(Similar GTM)