The purpose of the job is to implement Sales strategies and programs to achieve or exceed; distribution targets, coverage targets, sales turnover, and profitability of the region.
The incumbent is based at the Regional office and reports to the Head of Business for his/her region and works closely with the Brands Team, HR and Finance. This role is 90% field based and 10% office and involves travel across multiple states.
Key Responsibilites
- Strategic Sales Management:
- Forecast sales for the Region in alignment with company goals and sales trend of the region.
- Ensures outlet execution standards are achieved for the Region and champion the usage of Sales Force Automation (SFA) by team members.
- Monitor region’s revenue and cost to achieve regional profitability.
- Analyze sales achievement report to address situations leading to unfavorable variances.
- Ensure Joint Business plan is in place for distributors by FSMs.
- Recommend product lines by identifying new product opportunities, and/or product, packaging, and service changes.
- Survey customer needs and trends
- Track competitor’s performance & products with a view to developing the right strategies to ensure market leadership.
- Implement the Route to Market Plan
- Drive Market Coverage Expansion and ensure distributors deploy required infrastructure to optimize coverage opportunity and product Penetration.
- Ensure FSMs expand customer base across retail and wholesale channels through the VSRs and Pre-Sellers
- Stock Management:
- Ensure adherence with stock policy in the Region.
- Manages stock & its distribution in the Region.
- Approve stock requisition & analyses region weekly stock position.
- Financial Management:
- Prepare annual budget, forecast expenditure, analyze variances, and initiate corrective actions.
- Scrutinize expenditure in line with budget guideline before approval for payment
- Ensure credit policy is adhered to and monitor credit utilization for credit customer.
- Recommend credit limits for customers.
- Coaching & Mentoring:
- Hold Weekly Performance review meeting with team.
- Embark on field Accompaniment with FSMs, VSRs and Pre-sellers to trade to coach on selling skills.
- Ensure all sales team members carry out respective responsibilities.
- Make unscheduled visits to area offices, Depot and trade to spot check team members.
- Training
- Identification of skill gaps in sales workforce through accompanied market visit for creating Individual Development Plan (IDP)
- Determine, and recommend intervention training to Busines Head/HR
- Evaluate the effectiveness of training on business through routine market visits.
- Review of post training evaluation provided by HR with a view of providing concrete feedback for periodic performance assessment.
- Building & sustaining value-based capability of the sales team to ensure they excel in modern day sales space
Principal Accountabilities
- Achievement of regional sales target by Brand, SKU, and Value
- Achievement of Product Penetration Target for the Region at Retail and Wholesale
- Achievement of Active wholesaler as a percentage of Wholesaler Universe
- Achievement of Regional Strike rate and call completion for all retail team members.
- Zero Debt to distributor by retail team
- Regional Expense Budget Management to Plan
