Manager - Sales - FMCG - XLRI/MDI/SIBM/SP Jain/JBIMS/IIM

Sales Manager from a Premiere B school eg. XLRI, MDI, SIBM, SP Jain, JBIMS, IIM

Nature & Scope :

- The sales force is geographically spread across four branches- West (Mumbai), North (Delhi), South (Bangalore) and East (Kolkata). Each branch is headed by a branch manager.

- The position drives sales performance in Telangana area within the South branch through effective area planning/scheme/process implementation & management of channel and trade.

- The sales environment is characterized by a widespread distribution network, intense market competition, diverse retail profile and the small value distributor partner.

Frequency & Level Of Interaction :

Internal Sales : All branch positions, HR for DSE & ASE selection

- External Distributors

Key Accountabilities and Measures/Key Activities :

Sales Planning & Strategy :

- Sales performance of the area

- Sales target setting - TAT/Approval

- % increase in sales target achievement : Create area sales targets in alignment with the branch sales target through discussion with the branch sales manager

- Provide inputs for sales achievement strategy by integrating data on market competition, channel potential and market experience

Distribution Strategy :

- No stock out or stock delay at the branch/region

- Trade scheme approval and implementation

- Identify new towns for distributions ( population 50k and above) and provide inputs to distribution network enhancement

- Track lapses in distribution of FG and highlight cases that require follow up

- Provide data on market trade schemes and highlight aspects that can be included by PVMI

- Participate in the development of PJPs for the area

Distributor selection/management :

- On boarding of agreed number of distributors in the region/branch

- Distributor performance

- Distributor engagement /satisfaction

- Adherence to all processes related SLAs

- Distributor retention and attrition figures

- TAT on distributor queries Distributor selection

- Plan for distributor expansion in the area in sync with branch distribution expansion plan

- Identify and screen potential distributor partners within the area

Distributor service :

- Ensure that there are no pending claims of distributors by actively following up with them and branch accounts

- Track stock level at each distributor and ensure that the compliances pertaining to stock levels etc are adhered to by following up with concerned DSE/Sr. DSE

Distributor Management :

- Track distributor efficiencies for the area and highlight cases of low performance. Participate in the recommended action plan

- Track and address all distributor related issues at the area level on a regular basis

- Participate in distributor meets

DSE Management :

- Ensure on boarding of agreed number of DSEs

- DSE performance indices

- Adherences to all DSE management processes/systems

DSE Selection :

- Conduct the 1st screening for DSE applications

DSE Management :

- Monitor DSE performance data .Highlight and discuss lapses

- Highlight training needs to be addressed by processes of induction, OD etc

DSE incentive/Performance :

- Participate in the development of the DSE incentive program

- Conduct DSE appraisal process

Sales systems/processes :

- Process audit outcomes

- Process TAT/SLA Adherence - Ensure completion of sales related documentation by DSEs as per SLA

- Use documented data to interpret area sales performance

Market Competition Analysis : Collate area specific market and competition activity analysis. Actively use learning's to recommend actions at the area level

Sales Track :

- Sales performance

- Cost Management

- System/process adherence - Track sales numbers at the area level.

- Track lapses/gaps, develop area sales strategy to address in going dynamics.

- Analyze and record target achievement by team members.

Market promotions :

- Adherence to schedule/program - Ensure that schemes and promotions reach distributor and consumer

- Leverage feedback on schemes from the trade /consumers to create recommendations

Manpower Planning & management :

- Manpower numbers at the area

- Attrition and retention figures

- Distributor manning - Ensure adequate manpower at the area through proactive planning and follow up

- Ensure adequate manpower at the distributor set up

- Engage in Sr DSE/DSE retention

New Product Launches :

Sales % of NPs : Track performance of the new product and ensure that distribution takes place as per plan.

Budgeting :

- Quality and timeliness of budget. variance from actual - Prepare and recommend area wise budget for sales related activities and schemes etc

MIS & Reporting :

Quality and timeliness of reporting : Generate MIS Reports as per process and guidelines for inter-functional and functional use

Functional Structuring :

Rating by reporting manager : Provide inputs for the development /enhancement of role structures within the area