Regional Sales Manager - Consumer Durables

Regional Sales Manager -Consumer Durable

KEY RESULT AREAS (KRA)

MAJOR ACTIVITIES :

OUTCOME :

1. Distributor point visit & Review

- Meet all Distributor at least once in two months.

- All discussion to be based on the Distributor Business plan sheet only

- Observe and discuss the following with the Distributor proprietor / Manager along with the ASM, TO and MDO

- Review distributor on agreed business plan review and record distribution expansion/mix/retention/ number of SSO invoiced every month/operations/service levels/credit to market vs. ROI assumptions

- Identify gaps and agree action plan inventory, market credit, resource deployment etc.

- Agree and record plans for balance-to-go

- Assess capability of distributor, distributor manager, TO and DSR

- Check Distributors infrastructure warehouse space utilisation, stacking norms and hygiene, delivery vehicles, manpower fill rate as defined in the Business plan

- Review offtake vs. sell-in programmes painter offtake, Medium and Small projects contribution, shop assistant programmes, In-Store etc.

- Document and send Minutes of the meeting

- Plan change in distributor and drive migration in the event of a distributor not meeting norms/breaking contractual norms laid out in the SOP and contract

- A structured review of the distributor and territory performance with clear action plans agreed post review to deliver defined Business Plans and ensure business continuity in the eventuality of a distributor not performing as per defined norms

2. Distributor Territory Visit :

- Check and reconfirm on the Distributor ways of working.

Things to be observed :

- SLAs Material delivery/credit terms

- Commercial clarity and transparency of accounts to customers

- Discounts/Rebates/Promotions understanding and adherence to/proper deployment of agreed discounts/rebates/promotions

- Meet core segmented SSOs to address issues if any and ensure growth

Assess competence and capability of Distributor and team and adherence to defined SOP

3. Capability building of team

- Improve capability of team members basis market and Distributor point visit

ASM (India) :

- Understanding the critical elements of the Business plan sheet

- Enablers to drive ROI

- Product/POST training if need arises

TO/DSR :

- Preparing a smart and realistic plan basis the DSRs beat plan status (addressing growing, declining, unproductive etc.)

- Mock calls on POST and new SSO appointment

- Product/POST training if needed

- Complaint management

- A capable and competent team of Distributor, DSR, ASM/TO who are aligned to defined processes and Business Plans