Branch Manager

Hi Pidilite is hiring for Branch Manager Job Location : Chennai Exp : Min 3 years who have experience in FMCG Retail sales Qualification : MBA ( Fulltime mandatory ) Language - Tamil, English, Hindi Area handling - Entire Chennai city Team handling exp. - 2-3 years minimum 4 to 5 on role people Industry : FMCG ( someone who is handling stationary or any art craft products ) Job & Responsibilities: A. Meeting Sales Objectives a. Achieve Product-wise (Core, Focus, PUL, YP, Rest), TSI TTY-wise, WSS TTY-wise value & volume sales targets with customer-centric approach b. Achieve Range Selling targets by implementing the RSI module c. Since this is a sigma responsibility, BSM is expected to add value by focusing on the geographies/products/reports in exception d. Identifying the critical/burning issues of the Branch affecting sales & take immediate action to overcome the same with RA1. This includes attending to all dealer/WSS/Customer issues on quality & service on priority and escalate unsolvable issues e. Plan, Encourage & Execute healthy intra-team, inter-team competitions that add value to reports & business WSS Management 2.1 WSS Appointment, Working & Discontinuation i. Ensure no market gaps due to WSS non-presence in respective market ii. Select & Appoint WSS as per policy such that market servicing doesn’t suffer iii. Ensure WSSs service the market with respect to timely order delivery, communicating schemes to dealers, damage collection and settlement of schemes and gifts as per standards laid down by the division iv. Identifying the expanding markets & plan for effective coverage by ensuring WSS involvement v. Train WSS on his Scorecard parameters and partner with him to improve his score vi. Ensure Implementation of training programs (including induction, refreshers) for WSS as per plan and highlight exceptions to CMG team vii. Monitor WSS in Watch and Critical religiously and ensure that actions are taken at this stage itself to avoid a WSS from getting discontinued viii. Ensure WSS discontinuation happens as per the discontinuation policy and FFS module within the stipulated time frame 2.2 WSS Working Capital Management i. Ensure healthy and viable investment of the WSS in PIL business by keeping a check on 1) Compliance to SASH norms as per policy 2) Inventories for Non-SASH items and PUL products 3) Ensure optimal credit extension to market by WSS as per policy 4) Accounts receivable and accounts payable ii. Ensure that WSS submits BC, NCC including all claims on time 2.3 WSS Compliance to SPPBM (including commercial policies) i. Ensure overdues, due to payment failures of both continued and discontinued WSS are cleared on time ii. Ensure WSS payment to PIL without any defaults iii. Ensure compliance on all commercial policies of the WSS viz. Security deposit maintenance, PDC and security cheque maintenance, receivables, credit limit compliance iv. Ensure that the WSS submits the no claim confirmation and balance confirmation as per the stipulated time frame v. Submission of BC, NCC & stock loss undertaking as per policy C. Dealer Management 3.1 Dealer handling i. Monitors and tracks performance to take corrective action for (as per module) a) Disconnected Dealers b) Dissatisfied Dealers c) Disgruntled Dealers ii. Increase reach and range of dealers in cluster as per target/module iii. Ensure dealers get due policy benefits - credit extension, damage settlement, credit/trade discount 3.2 Dealer relationship i. Implementation of all trade related modules (DRM, Dealer Meets, Trip Schemes, JJTP) ii. Own Key Dealer program by driving strong relationship management and market development activities for contractors connected with these key dealers 3.3 Retail Visibility i. Execute the shop board module by on-time completion of assigned activities in all phases 3.4 Merchandizing i. Plan liquidation of LSP/POP from Depot and WSS as per BTL plan objectives ii. Ensure LSP/POP is effectively utilized in market as per BTL plan D. People Management i. Highlight in case of any TSI territory gaps. Gaps to be filled in within stipulated time with help of Regional HR. Also, during temporary gap in manpower, ensure enough measures are taken to cover the territory and maintain sales objectives ii. Ensure Product, SPPBM induction, refresher training(s) of reports as per the laid down modules with the help of ZTIs iii. Acting as a coach for the TSI to enhance performance by regular joint market working, making observations and give constructive feedback to overcome obstacles iv. Drive scorecard with all TSIs through effective review and feedback mechanism v. Ensure field force effectiveness in market servicing via sales operations parameters vi. Career planning & development of the individual team members including preparing for DC & working together on DC feedback vii. Team Engagement Initiatives (handling internal and external issues), organizing branch picnic, leverage workplace to get recognition for team/ more effective communication viii. Implementation of Performance-Refreshment-Plan, as per process wherever necessary ix. Review TSI attrition and plan corrective action for ensuring retention of people of right quality along with RHR x. Oversee the performance of Non-TSI manpower namely BDE-WWA, FCSI, BDE-WWF, TSR/IMR, Periphery module to ensure effective resource utilization/ E. Scheme Execution i. Communication, execution and timely settlement of schemes in the market ii. Qualitative inputs for effective scheme design iii. Utilization of allotted scheme budgets to achieve desired sales objectives in coordination with RMs F. Insights & Feedback i. Market visit to interact with end users, contractors, dealers and WSS ii. Collect, capture and convey feedback/provide inputs to HO on all aspects of the business (including product quality, pricing, packing, new product ideas, supply situations, competition activities and schemes, Pidilite scheme spend and effectiveness, BTL/ATL activities etc.) across channel, users, influencers, field employees. iii. Provide regular feedback on WSS Commercial policies G. Competition Fighting i. Monitor competition on various aspects such as new offering, pricing, consumer offer, ATL & BTL activities, supply situations through relevant channels of users /influencers /field employees/distribution ii. Implementation of identified initiatives for competition fighting strategy including Consumer connect initiative (if applicable) (Collaborative working with CAM, BDE-CEs) iii. Utilization of competition fighting budgets to achieve desired sales objectives in coordination with RMs H. Joint working with Field Marketing i. Support RBDM in execution of cluster BTL objectives ii. Support RBDM in implementation of various field marketing modules (using loyalty program) iii. Own and drive new product launch modules, focus products, young products jointly with RBDM iv. Participate in Market development meets, mega meets and end user contact programs I. Inventory Management: Responsible for selling of the undesirable inventory within the stipulated time lines under various categories such as: i. Urgent sell ii. Must Sell iii. Partially damaged stock iv. Stock under discontinuation Interested please contact on the given no: Regards Sabita

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