Petronas Lubricants - Area Sales Manager - B2C

Area Sales Manager - B2C

Distributor Management :

- New distributors appointment and ensure basic norms in terms of manpower, warehouse, logistics and working capital

- Channel Conflict Resolution

- Activities pertaining to basic infrastructure of the DT- s

- Accounts receivable.

- DT's Target setting terms of Sales volumes

- Account reconciliation of the DT's

- Ensuring the adequacy of the stock at the DT's point based on the secondary sales figures SKU wise

- Ensure that the forecasting is done by the SME's and the same is being lifted and sold by him in his market.

- Settlement of distributor claims - Reconciliation and tracking of MD claims on monthly basis

Market Coverage :

- Visits all key locations along with the SME's to resolve issues of DT's & Retail to build a positive rapport

- Track the sales performance of all key dealers (A class, B Class ) weekly.

- Ensure maximum retail counter coverage w.r.t DOD and WOD

- Tertiary tracking

Marketing Activities :

- Regular evaluation of distribution structure and if required, correction in the distribution structure.

- Driving company's objectives for Volume, Value, Pricing and Distribution Expansion/Correction

- Driving Company's schemes from target setting stage to execution to the trade.

- Drive Mechanic loyalty program on the ground

Training & Reporting :

- Develop capabilities of SMEs and distributor team imparting knowledge.

- Drive meetings, weekly & monthly report in view of target vs ach.

Locations : Chennai, Madurai, Coimbatore