Job Summary
Locations:
Experience:
Keywords / Skills :
Function:
Role:
• Channel Sales Manager
• Sales Trainer
Industry:
• Telecom
• Food & Packaged Food
Summary:
Posted On:
COUNTRY: India
CTC=maximum 10 lakh per annum
DEPARTMENT: Sales
LOCATION: TN
JOB PURPOSE:
To drive primary sales, secondary sales and market presence in up country markets, to manage super distributor, Sub stockiest and retail network, and to lead the upcountry sales rep team to achieve desired sales objectives
DIMENSIONS OF THIS ROLE
• Geographical area:
• Sales turnover
• Manpower: Handling of Upcountry Sales Representative (USR)
• Distribution: W/s, covering markets and servicing retail outlets
KEY RESPONSIBILITIES
Sales Focus
• Ensure achievement of monthly and annual agreed Sales targets within laid down business terms for all brands
• Sales target setting and monitoring for Super distributors, USR’s and Sub stockiest.
• Sales projection for super distribution business
Area & Business Planning
• Plan & allocate USR’s basis market potential
• Formulate & execute the secondary sales plan – Area wise , wholesaler wise , Brand wise , SKU wise
• Conduct Journey Cycle Review meets for all USR’s and review area performance regularly.
Distribution Management
• Ensuring quality of market coverage through effective use of USR and super distribution network
• Ensure category availability, visibility & freshness (Stock rotation)
• Formulate and ensure implementation of trade & consumer promotion plans
• Support micro marketing/ customer activation initiatives planned for the area.
• Competition tracking & providing inputs to the ASM
Super Distributor and Sub stockiest Management
• Educate and train super distributor & sub stockiest on GSK systems & processes
• Ensure optimal stocking levels and high billing efficiency for all sub stockiest
• Assist in effective functioning of super distributor operations by creating systems for logistics, billing, wholesaler stock and secondary tracking, record maintenance, remittance, claims etc
• Ensure super distributor compliance to agreed service levels & credit terms
People management and development
• Facilitate hiring & induction of USR’s to ensure alignment to “GSK ways of working”
• Enhance USR effectiveness through training & coaching
• Management of USR working (PJP, Itinerary, expenses etc)
• Periodic review of USR performance and feedback
• USR retention through high engagement and motivation
Reporting
• Daily activity report
• JCM reports on area performance
• Retail Audit & Retail Universe update
• Expense Statements
• Other relevant reports – Eyes & Ears., Score sheet & Sales tracker of various trade activations.
Code of conduct and compliance to stat / regulatory norms
• Adherence to code of conduct
• Conformation to all financial and administration systems
• Compliance to statutory and regulatory norms
Key Behavioral Competencies Required:
Influencing Skills
• Ability to influence others and gain support from stakeholders within and outside GSK.
Develop beneficial relationships to win support, gain co-operation or overcome objections
in order to progress objectives.
Developing People
• Ability to effectively supervise and build a high performing team by providing them with resources, coaching, feedback, training and stretched responsibilities to develop their capabilities Fostering the development of others by providing a supportive environment for enhanced performance and professional growth
Customer Focus
• Identifying and responding to current and future customer needs Focusing the team / organisation on adding value to customers and taking actions to build customer value
Key Technical Competencies Required:
Business Planning and Development
• Ability to plan for sales targets, sales projections and stock planning
• Ability to identify potential business partners, geographies, channels
• Understanding market place dynamics and pulse of trade and shoppers
Distributor Management
• Distributor financial management, commercial policy, investment and ROI
• Management of distributor resources i.e. selling infrastructure, warehousing, logistics and IT systems
People management
• Capability building through training and coaching, Hiring and induction of sales reps
• Monitoring and management of sales rep performance
• Engagement through market work, recognition and team work
Sales Management
• Planning for target achievement
• Management of coverage through effective route planning, visit frequency optimization and PJP control
• Management of distribution through wholesaler billing efficiency, must stock lists, market STR’s and stock rotation
• Visibility management
• Relationship management
Experience & Knowledge Required:
1. Qualification & Experience
Graduate in Arts / Science / Commerce from affiliated university
Experience of 6-9 years in field sales.
2. Knowledge
To posses a complete territorial knowledge
Knowledge of brands , prices , margins and activities of both own products and competition
Working Knowledge of Ms Office
Knowledge of local languages other than English
Senior Sales Executivesenior terrSenior Sales OfficerSales OfficerBusiness Development ExecutiveAssistant Sales ManagerArea Sales Executives
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