KEY RESPONSIBILITIES:

1. Deliver topline sales number for the Area/State

To plan and achieve the sales targets.To plan and achieve the distribution targetsEnsure control on Damage, Returns and Expiry in line with norms

Area & Business Planning (in line with S&D norms)

Ensuring quality of market coverage through TSE and distribution networkAchieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets)Monitor implementation of Distribution plan across distributor territoriesMonitor brand availability, visibility & freshness (Stock rotation)Drive NPI in line with CM plan across TT, PT and SS networkEnsure that the TSE are regularly working with the ISR & visiting PT distributorsFormulate & execute the secondary sales plan – Area wise , TSE wise, Brand wise , SKU wiseConduct JCM’s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a yearWork closely with the Ethical teams (RM & ABM in the area)Work atleast 2 days with the MT KDE every month

3.   Ensure Financial management by way of:

Implementing credit policy and credit controlsTimely claims settlementRisk-free realization from the customer (distributor, institutions & cooperatives)Timely ROI calculation and communication for distributors

4.   Distributor & Infrastructure Development and Management

Educate and train the TT and PT distributors on ANI systems & processesEnsure optimal stocking levels and high billing efficiency for all distributorsEnsure distributor compliance to agreed service levels & credit termsReview distributor financial health (pipeline and outstanding) Ensure that the claims of the distributor are settled by ANI within specified time limits

5.    Code of conduct and compliance to stat / regulatory norms

Adherence to code of conductAdherence to SOPConformation to all financial and administration systemsTo ensure that Trade Marketing activities are carried out as per norms laid down.Analyze the market situation and ensure accurate sales forecasting in line with ANI normsCompliance to statutory and regulatory normsHandle Legal Issues, PFA issues, packaging defects etc

6.   Administration Responsibilities

Provide administrative support to the Regional Sales Office through timely and accurate reportingMonitor competitor activity and ensure timely reporting of the sameEnsure timely submission of claims for the area

7. People Management

To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.Facilitate and support training for the field force. Active role in developing their Skills.To identify good talent and develop atleast 1 TSE for higher responsibility in the long.To identify talent in market (attract talent /prelim interviews for recruitment)

8.   Localised Trade Marketing Initiatives

To develop new business plan in order to increase volume/value sales.Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.Implement regional plans developed by the Customer Marketing TeamSupport & Provide feedback on marketing plans for the area

Key Behavioral Competencies Required :

LeadershipInterpersonal and team building skillsCommunication skillsAnalytical skillsNegotiation skills and influencing abilityHigh degree of initiative and enthusiasmMobility, AdaptabilityAchievement orientationPlanning and organizing ability

Experience:

Graduate 6 – 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT – computer skill, MS office

 Technical Knowledge / Skills Required:

Knowledge of Sales systems and processesKnowledge of market dynamics, demographics of the areaKnowledge of various statistical techniques, operating packagesFinancial & Marketing managementLogistics & supply chain managementUnderstanding of basic science and product knowledgeNetworking and orientation towards customer (retailers/associations) management.People managementComputer skills – MS Office