Relaxo Footwear - Regional Sales Capability Manager

- Imagine you have access to customer demographic data along with their purchase history for your footwear products. How would you go about segmenting the market based on this data to tailor sales and marketing strategies for different customer groups?

- In the footwear industry, seasonality plays a significant role. Can you describe an experience in the past where you leveraged historical sales data to identify seasonal trends? Can you share the impact on inventory & marketing strategies accordingly.

- Based on your data analysis, you've identified a declining trend in the sales of a particular footwear category. What other focus areas would you want to dig into in order to translate this observation into actionable steps to revitalize sales for that category?

Competence Area KRA:

- RTM Implementation Understanding of right distribution channel for Relaxo categories

- Process clarity on DB selection and appointment

- Beat Optimization and implementation

- Retail activation strategies

- Whitespace coverage strategies

- Sales operation parameters understanding (Productivity, range selling, effective coverage etc)

- Processes and Systems Understanding of DMS 2.0 and SFA

- Clarity on driving DMS 2.0 adherence amongst distributors

- Tracking and insighting on schemes and loyalty programs

- Strategy on driving retailer app adoption

- Team Management Driving weekly SO and ASM reviews

- Communication skills for conveying the right insights and driving objectives

- Co-ordinating with the sales, trade marketing and IT support teams