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 the feedback of retailers on the 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 customized action plan for each SO
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Internal Business Process
- Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets in the assigned territories
- Coverage improvement: Based on market visits, highlighting gaps in the 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 the billing team
- Journey plan: Compiling market working reports from SOs and sharing them with the admin team
- Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
- Competitor schemes: Being up-to-date with the 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 company's strategic objectives for the assigned sales area.
CompetenciesTechnical/FunctionalBehavioral
- Business Acumen
- Selling skills
- Market Knowledge
- Analytical skills
- Customer Focus
- Collaboration
- Adaptability
- Result Orientation
- Negotiation skills
Key Result AreasQuantitativeQualitative
- 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