Area Sales Manager
Job posted on 16 Mar, 2017
Apply before 15 Apr, 2017
Marico
Details / requirements:
Field Work
- Drive Primary, Secondary, coverage & distribution targets
- Drive SD/Stockiest, PSR, ISR, VSRPerformance
- Execution of New Product
- Tracking SD/Stockiest wise Coverage & SD to Stockiest Service
- Roll out VD & GTM in a systematic Manor.
SD & Stockist Management
- Appointment of SD & stockiest as per Selection Procedure
- Handling SD and Stockiest - Ensuring SD/Stockist Service, Maintenance of Inventory at SD Point, Review of Financial Health, Every cover Review & Assess SD’s financial health based on ROI & Infra Norms
- Motivation & Involvement of Stockist & SD, Ensure Healthy ROI earning Cover Wise
PSR/VSR/ISR
Interview, Selection, Induction of VSR/PSR/ISR
- On The Job Training/Hand-Holding to PSR/VSR/ISR: Selling Skills, Product Knowledge, New Product Launch, Merchandising, Stockist Management Claims,TMRs
- Reviews the respective PSR/VSR: MTD achievement against volume target, MTD achievement against distribution target (focus brands), Mandays, Leading indicators, Program, Status of NPLP, Sanctions & claims of stockist
- Motivation of PSR/VSR Ensure Healthy Incentive Earning
Financial & Commercial Aspects
- ROI/basic commercial understanding to handle the SD, stockist in a better way
- Understand pricing cascade
- L &D Policy - Procedure for submission and issuing of L&D claims
Business Planning & Review
- Carry Competition Benchmarking - Proactive steps to take up competition by aligning supervisor and aggressive Planning, Execution and Review to stay ahead of competition at all times
- Planning and offloading monthly Plans, schemes and incentives to SD, Stockists, VSRs, PSRs, ISRs
Reporting and Database Management
- Market Development
- Launch of NPD
- Town Expansion and Mapping - As per Norms addition of PSR PJP or Van route, If Required