McNROE - Zonal Business Manager - Sales - General Trade

Dept. /Function/Location : Sales-GT

Reporting Manager : National Business Manager

Reviewing Manager : Chief Business Officer

Direct Reports - Positions: Area Business Manager

Role Objectives

Responsible for developing the business in the given geographical area. Accountable for achieving the coverage, distribution, display range selling, secondary and primary sales objectives as per the Annual Business Plan.

Role Responsibilities

1. Achieving primary and secondary sales targets for the assigned zone/branch

2. Responsible for the expansion of the distribution network and monitoring retailing & merchandising activities within the zone/branch

3. Conducting product & market wise analysis and design action plan to improve sales

4. Assigning sales targets to ABMs and Business Officers and monitoring these on a weekly basis

5. Handling C&FA and monitoring stock, billing, and collections

6. Responsible for administrative activities like claim settlement and sharing sales tracking reports with the corporate

7. Planning & tracking new product launches and sales promotion activities

8. Managing the sales team by communicating clear job expectations, mentoring and monitoring & evaluating the performance

9. Preparing monthly reports on sales target achievement

10. Identifying new business opportunities and remaining updated with competitor information

11. Maintaining effective control of expenses in line with the zonal budget objective

Key Result Areas :

1. Achievement of sales targets :

- % achievement of primary sales (value, net of GST) in domestic market vis-vis primary sales target

- % achievement of secondary sales (value, net of GST) in domestic market vis-vis secondary sales target

- Primary Target (in cases) of 150 ML DEO ( WS + ST + CODE) & TALCUM (all SKUs)

2. Channel Partner Engagement :

- Return on Investment>24% (Quarterly ROI sheet)

- 100 % Quarterly NCC - by 20th of Next month

3. Distribution expansion and IT Infrastructure management

- Distribution Target

- Timely Roll-out & Operations of McBiz/McRed up to SO HQ in 17-18

4. People and Talent Development :

- Timely Implementation of Capability Building Programs

- Retention % of MT & ST

- Smooth Migration & Functioning of TSI to RED CHAMP