Ensure operation efficiency through SFARoute Disciplineo Correct Coverage vs. Plannedo Total Coverage vs. Plannedo Out of Route Callso Uncovered Callso Cancelled InvoicesRoute Efficiencyo Overall Productivityo Brand Wise Productivityo DSR Wise Productivity (eventually leading to focus brands for each DSR) Ensure Cost Plus Model at distribution setupso Human resources and salarieso Vehicleso Fuel and maintenanceo Premiseso Warehousing / office costs Distributor Credit Distributor Financials and Payments Controls & ComplianceRemaining work description refers below ASMs grid

Develop and implement wholesale business plan with focus on communication & distribution protocols in liaison with Distribution Strategy & Trade Marketing in BUEnsure Wholesale Volume of 300Mio per month which is 64% contribution in Business Unit volumeWS target setting in liaison with TM. Follow up on target versus achievementEnsure all trade programs /tactical offers are effectively managed and executedEnsure rewards & incentive are communicated & disbursed to wholesalers well in timeEnsure KSIs deliverables through sales forces across the entire UnitDevelop DSR’s, Distributors & WSEs through On the Job Coaching by Work with Process to ensure ICM implementation.Develop relationships with trade directly & thorough DSR’s, and leverage these relationships to capitalize on business growth opportunities in order achieve annual FCEnsure that all sanctioned trade programs & strategies pertaining to whole sale are executed & managed efficiently across three platforms in his business unit as per set KPIs'. Key focus areas are:A. Volume enhancementB. Network development with expanded coverageC. Placement of dedicated resource (Coverage Model) in whole sale with clear KPIs'. Following KSIs ‘ to be delivered through team of WSEs ‘ Trade calls actual vs. planned New handlers accounts OOS correction Stock top Up Order booking Brand Visibility Trade program communication Develop strong business relations with key players Effective utilization of Wholesale team Efficient routing On the Job coaching through WW/WR Update WS data / categories from time to time

-Responsible for the assigned territory regarding preparation of Original Budgeted (O.B/Forecast) and Sales target achievements.-Responsible to achieve the Annual Target for Share of Market (SOM).-Training & Development of Sales Teams (OJT & Off-the-Job Training) along with a creation of highly motivated culture.-Responsible for Reporting regarding, SOM, Brand Trends & Behaviors, SWOT Analysis along with keen observation on Competition & Market Activities.-Manage and Enhance Area Distributors & ROIs with optimal resource utilization-Develop business acumen and interest of Distributor to fulfill required business needs.-Develop Strong & Healthy relations with Trade & Key customers in his area-Responsible to Develop and Maintain a highly Efficient:o Coverage Plans regarding Distributor's Sales Networko Segmentation, Routing & Rerouting (as and when Required)o Warehouse Stacking & Inventory Management System-Timely execution of Sales Cycle Plan (SCP) which includes all kinds of Consumer & Trade promotions.-Update all relevant market data and information including retail dynamics, ECD and competitor intelligence to improve Company's understanding of trade to develop appropriate strategies and plans.-Also responsible for proposal for the new innovative promotional plans.-Optimization in Resource Utilization, IME Budgets & expenses.- Code of Conduct culture as per the PMI International Standards