Channel Development Manager - FMCG/Consumer Durable

ESSENTIAL DUTIES AND RESPONSIBILITIES :

1. Distribution Policy and Architecture :

- Define and design

- Continuously evaluate distribution footprint and opportunities for expansion/consolidation

- Establish and enforce standard distributor policies and Standard Operating Procedures

- Ensure requisite manpower and facilitate hiring of distributor sales representatives as and when required

- Ensure Proper servicing through beat plans and blue book implementation

- Ensure right infrastructure to support business operations

- Expand network reach and improve extraction

- Manage profitability of large/key accounts

2. Distributor Assessment and Management :

- Establish process for on-going assessment of distribution partners and systematic identification of poor performers

- Manage partner profitability and ROI

3. Manage Channel Discipline :

- Drive standard market practices like circulation on price list/scheme letters

- Ensure robust market mapping at regular intervals

- Maintain pricing hygiene in the market

- Drive channel balance across distribution, DD and large chain stores

4. Driving Category Reach and Range Selling :

- Monitor and track category wise billing points and plan for enhancing reach/range

- Drive numeric/weighted distribution across region based on GFK data

- Manage channel footprint expansion (Direct dealer, Distribution, Branded retail etc.)

5. Enabling tracking of secondary/sell-out data and setting up of relevant IT infrastructure :

- Establish process for weekly reporting of secondary data from distributors

- Create processes/systems for tracking sell-outs from outlets

- Drive IT enablement of sales system

6. Drive In-store Execution :

- Process for tracking in-store visibility and adherence to planogram

- RE program management (deployment, market efficiency etc.)

7. Sales Force Training & Capability Building :

- Creating training calendar for branch sales force

- Identifying capability gaps and creating programs to systematically address the gaps