Key Roles and Responsibilities Financial

Sales planning: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager)
Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan
Collections: Ensure timely clearance of outstanding payments from distributors

Customer Orientation

Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs
Product feedback: Collecting and synthesizing feedback on Relaxos product portfolio in the context of competitor products and providing appropriate recommendations
Secondary feedback: Capturing feedback of retailers on secondary scheme, NPD and distribution
Distributor appointment: Scouting and appointing new distributors as per defined norms
Distributor onboarding: Ensuring distributor gets all relevant post appointment support
Distributor account management: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits
Complaints management: Resolving complaints of channel partners inc. issues related to returns

People Orientation

Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
Mentorship and supervision: Mentoring, coaching and supervising company SOs
Evaluation: Evaluating SO performance and creating customised action plan for each SO

Internal Business Process

Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories
Coverage improvement: Based on market visits, highlighting gaps in market and developing an action plan with SO.
Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising
Orders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team
Journey plan: Compiling market working reports from SOs and sharing then with the admin team
Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
Competitor schemes: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors
Distributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio
MIS reports: Preparing MIS reports for target vs actual sales and other objectives
Reviews: Timely review of monthly/quarterly performance with RSMs, SOs and distributors
Sales forecasting: Providing sales forecast support to RSM
Other strategic interventions: Focus on implementation of companys strategic objectives for assigned sales area

Competencies Technical/Functional

Behavioral

Key Result Areas Quantitative

Qualitative

Area Sales Manager - Ahmedabad