Area Sales Manager - Darbhanga

Job Description Key Roles and ResponsibilitiesFinancial - 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 CompetenciesTechnical/Functional Behavioral - Business Acumen - Selling skills - Market Knowledge - Analytical skills - Customer Focus - Collaboration - Adaptability - Result Orientation - Negotiation skills Key Result AreasQuantitative Qualitative - Sales Volume/Value Achievement - % Revenue Contribution from NPDs - Rs. Cr business from new Distr-Div. vs. target - PJP adherence - Average outstanding at end of each month as % of month's sales - Improve Adherence to Key Sales Processes. - Coaching and mentoring provided to SOs - Competitor Analysis - Customer Service improvement

Apply Now