Manager - Sales - FMCG

Primary :

- Define maximum stock level to be maintained by distributor

- Collect stock levels on a weekly basis from sales men/distributor

- Insist on salesmen to check physical stock and arrange it neatly

- Place primary order by co-ordinating with distributor, salesman and super stockist

- Define and execute regular supply schedule

- Check and approve for any credit notes, exchanges and returns

- Ask for payment when Super stockist is not able to get Motivation

- Keep track of sales target, communicate with distributor for achieving it

- Keep in regular touch with distributor to understand his problems and provide solutions

- Meet him regularly to build relationship - Motivate him to perform better by collecting orders himself, growing business Key Outlets

- Keep in touch with phone and visits with key outlets and influence them to buy and promote our products Sales Force Recruitment

- Get candidates to apply by seeking referrals

- Conduct Interviews to thoroughly evaluate the candidates applying

- Select suitable candidate, set territory and compensation Training

- Training on all aspects of his work - Initial field visits with the candidates for on the job training Deployment

- Develop Territory coverage plan - Set Daily Journey Plan for the whole month Motivation

- Set goals for each sales officer - Set targets in numbers - Track performance against target set - Improves skills necessary for each sales man - Improve productivity by optimizing their coverage

- Solve problems faced by them in the market Report and Feedback - Track their attendance, sales performance, beat coverage - Collect reports from them daily by calling them

- Give feedback for improvement - Report the summary to management everyday Appraisal

- Conduct annual appraisals of all salesmen, - Set goals, measure performance, give feedback Distributors and Super Stockists Appointment

- Identity locations where distributors are required - Search for distributors through references, retailers - Evaluate them on coverage, investment, infrastructure and involvement

- Discuss the proposal thoroughly with them, set terms, territory

- Appointment them by collecting necessary data Training

- Train the distributor team about company products, pricing, supply terms and order collection - Go with them on all routes couple of times to connect distributor and products to retailers Documentation - Develop Spreadsheet formats where required like

? PJP

? Target

? Allowances ? Distributor supply

? Salesman and Distributor performance measurement ? Scheme tracker ? Sales forecasting - Prepare for Sales team meeting

? Prepare the data of last month

? Prepare presentation

? Chair the meeting - Outlet Data on Sales Force Automation software

? Organize outlets into beats and distributors

? Fill missing information ? Prune outlet information to have only relevant

? Create/Delete users, distributors, beats, products, regions as required proactively - Plans

? Sales growth ? Cost reduction ? New product development ? Branding building ? Process Improvement ? Team management ? Training module