07/09 Vaneeet Kumar Garg
Area Sales Manager at Dharmchand prempal ltd

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BABA - Officer/Executive - Sales (3-8 yrs)

Delhi/Ghaziabad/Gurgaon/Gurugram Job Code: 90047

JOB PURPOSE:

To drive primary sales, secondary sales and market presence in defined markets, to manage the SS / Distributor network, and to lead the DSMs to achieve desired sales objectives

DIMENSIONS OF THIS ROLE

- Geographical area: Districts within a State

- Sales turnover:

- Manpower: Handling of DSM

- Distribution: Appointing & managing SS/Distributors, covering markets and servicing retail outlets

- Internal Customers: ASM, Depot

- External customers: Wholesaler, Retail outlets, DSMs

- KEY RESPONSIBILITIES

Sales Focus

- Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands

- Sales target setting and monitoring for Distributors, SOs & DSMs at a Town / Beat level

- Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations

- Sales projection for distribution business

Area & Business Planning

- Identify potential towns & appoint distributors in line with business strategy

- Plan & allocate DSM's basis market potential

- Formulate & execute the secondary sales plan - Area wise, distributor wise, Brand wise, SKU wise

- Conduct Gate Meetings for all DSM's every week and review area performance.

- Work with DSM/SO's in both local and UPC markets for atleast 23 days with minimum 10 days in UPC and doing FC to LC for all market working days.

- Ensuring proper usage of Bizom and using its data for driving team's efficiency.

Distribution Management

- Ensuring quality of market coverage through effective use of SO/DSM and distribution network

- Develop and ensure implementation of Distribution plan across distributor territories

- Ensure category availability, visibility/merchandising & freshness (Stock rotation)

- Ensure that the SOs/DSMs are servicing the market regularly and maintaining right visibility in stores serviced by them

- Formulate and ensure implementation of trade schemes & promotions

- Support customer activation initiatives planned for the area.

- Competition tracking & providing inputs to the ASM.

Distributor Management

- Educate and train the distributors on DPPCL systems & processes

- Ensure optimal stocking levels and high billing efficiency for all distributors

- Ensure distributor compliance to agreed service levels

- Review distributor financial health (pipeline and outstanding)

- Ensure that the claims of the distributor are settled by DPPCL within specified time limits.

- Tracking and reporting of db closing stocks.

Administration Responsibilities

- Provide administrative support to the Head Office through timely and accurate reporting to Regional MIS Team

- Monitor competitor activity and ensure timely reporting of the same

- Ensure timely submission of claims for the area

People management and development

- Facilitate hiring & induction of SO's & DSMs

- Educate/train SO/DSMs on BIZOM usage

- Drive SOs/DSMs on their Monthly Incentive Targets/Parameters

- Enhance SO/DSM effectiveness through training & coaching

- Management of SO/DSM working (PJP, Itinerary, expenses etc)

- Periodic review of SO/DSM performance and feedback

- DSM retention through high engagement and motivation

Reporting

- Daily sales/activity report

- JCM reports on area performance

- Other relevant reports

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:

- Interpersonal and team building skills

- Communication skills

- Analytical skills

- Negotiation skills and influencing ability

- High degree of initiative and enthusiasm

- Achievement orientation

- Planning and organizing ability

Experience & Knowledge Required:

Qualification & Experience :

- Graduate in Arts / Science / Commerce from affiliated university

- Experience of 3 to 5 years in field sales in FMCG sales only.

Knowledge :

- To posses a complete territorial knowledge

- Working Knowledge of Ms Office

- Knowledge of local languages

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