Roles and Responsibilities
Job Purpose :
Business ownership:The position is that of sales personnel who would primarily be responsible for driving sales of Health & Hygiene category products through the distributor network for the given geographical area.
Network Management & Health:Dedicated focus towards building and sustaining the distributor and sub dealer network is required. The channel is in the nascent stage as of now and needs to be developed so that it can act as the next growth driver for select categories. Nurture and manage stakeholders through regular ROI discussions, efficient servicing, issue resolution to ensure business increase and continuity.
Team leadership:Lead a team of Team leaders & Sales man to drive business in given Geographic area. Ensuring sales force productivity in his geography, regular tracking of productivity metrices such as Total calls, productive calls, Lines sold, ASV per retailer.
Minimum 5 Years experience in FMCG & General Trade.
Modern trade:Will also be driving business in dedicated regional chains/Self-service stores in his geography along with a dedicated team lead.
Primary Responsibilities Business Responsibility Areas(Please detail out at least 8-10 responsibility areas)
To build/manage a healthy distributor network for assigned geography driving business objectives
Manage Network health through issue resolutions, quick servicing, ROI discussions
To manage a large team of off roll employees (TLs direct & DSMs indirect) to generate sales & ensure active retailers. Ensure Sales force productivity
Conceptualize and execute the field marketing activities around products in the Health & Hygiene (H&H) category, with a view to increase adoption and depth of these products in the market
Support the sale of H&H through liquidation/visibility initiatives implementing schemes and ensuring timely settlement of schemes for stakeholders
To apply best practices of handling distributor network for the company
Drive Business through Modern trade channel
Key Performance Indicators :
Overall Value target
Value target at product level
Sales force productivity matrices
No of SS/DBs against planned
No of active retailers
Assigned business (Modern trade)
Scope of Work
a) Financial Scope (Range of financial spend): : As per Budget
b) People Management Scope (Range of no. of Direct/ Indirect Reports): : Team leaders (6-7), Each TL will have 8-9 DSMs reporting
c) Geography Coverage (Country-wide/ State-wide / Area-wide) : Based on the scope
d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub function-wide / Other): : Decorative Business Unit / Central Functions Key Interactions Internal Distribution, Marketing and Supply Chain External Super stockists / Distributors / Retailers
Previous Experience Desired Experiencein any role in Sales and Marketing: nonfoods FMCG, through categories that are related to H&H Distributor handling
Functional CompetenciesProduct knowledge Analytical skills Team Management skills
Behavioral CompetenciesVerbal and written communication Decision making and problem solving Negotiation Skills Planning and result orientation
Additional Requirements Roleinvolves extensive travel in the region assigned
Proficiency with MS – Office, MS – Excel is mandatory; Tally preferred.
Desired Candidate Profile
Education -BA/B.Sc/B.Com/BBA/BBM/BMS; Other graduation qualifications to be considered only in cases where relevant experience is found suitable.
Experience-6 –10 years (Min 5yrs of exp in to FMCG General Trade)
Academics throughout 50% and above (10th, 12th, Graduate, Maters)
Age – 32years maximum
.Working closely with Distributors & Retailers, to design & execute the category.
. Applicant should be mobile pan India as the said role is transferrable