ARSM

EXPERIENCE

KEY RESPONSIBILITIES:

1. Sales planning and Execution:

• Firm up sales plans for the month/quarter/annual with Management
• Ensuring right forecasting, Volume/Value build up for the monthly numbers and clarity on Trade/marketing inputs
• Communicating and aligning the plans with the Sales Team ( ASM, ASE, SO/SR)
• Tracking & Monitoring of dales plan on Daily/Weekly/Monthly/Quarterly basis.
• Meet the staggering plan of sales for the individual SS/DB & Sub DB as per plan/budget.
• Achieve the category wise, month wise, primary & secondary targets for the region.

2. Building Distributor Infrastructure:

• Proactively building infrastructure blue print in line with sales growths and coverage objectives.
• Increasing Direct Coverage with right bench marks of DB/SDB.
• Identifying gaps in terms of investment, infrastructure and work out corrective actions.
• Additions of sustainable Super Stockiest and subsequently Sub Distributor under them, to expand market reach. Also addition of sustainable Distributors.

3. Driving Quantity, Quality of Coverage, Market Intelligence and POP Execution:

• Driving sales efficiency metrics- ECO, TLS, Bills cut, LPB etc.
• Track competitor’s field activities and identify ways to counter the same.
• Drive visibility initiatives and trade promotions in line with market trend & AoP.
• Lead the sales Automation Agenda.
• Manage the trade cost within the approved budgets.

4. Managing Customer

• Channel Partners
• Providing Excellent service to the trade : PDP, Line Fill,
• To manage DB/SDB/SS investments – Stock, Credit and Claims management as per agreed norms.
• Damage/Expiry stock management
• Claim settlements as per the norms.

5. Building ,  Training & Developing  and Retention of Team

• Providing right directions on execution, sales and process orientation
• Regular Sales performance review and feedback.
• Drive adequate training of sales team to meet the requirements of the role and be able to handle market dynamics.