Territory Sales Manager
CurrentVolume & AvailabilityResponsible for forecasting and achieving sales target for the assigned territory for all brands and packs.Ensure product availability through developing and maintaining new outlets and customers in the assigned area.Retain existing outlets.Market ActivitiesPrepare and implement market visit & route riding plans.Develop and strengthen relationship with existing and potential dealers/retailers.Responsible for ensuring proper merchandising of products in the freezers.Coordinate promotion execution.Handle customer complaints as per defined limits.Ensure First in First out (FIFO) at dealers/retailers level.Advise Supervisor on market development.Verification of promos (run by Company) in market.Effective utilization of merchandising material as per MGM.Company Assets Management (Freezers, Signage etc.)Estimate outlets’ potential for placement of company assets.Responsible for proper tracking and recovery of the assets from the trade.Responsible to ensure proper maintenance, placement, display and usage of freezers in the market.Responsible for Freezer & SPD Agreement with owner as per format duly approved by Company’s Legal Department.People Management & DevelopmentManage and train PSs and SMs assigned in the territory.Provide on-the-job training to sales team.Discounting & Credit ManagementVerify discounts disbursement to trade.Ensure timely settlement of market accounts (discount etc.) and clams etc.Tracking and timely settlement of account receivable.ReportingMonitor and report key business indicators (KBIs) such as daily sales, stock return rate, outlet conversion rate etc on regular basis.Track and report movements of other products in the category.Monitor competitor’s activity and report to superior through daily activity report.Conduct retail audit and update outlet data regularly.Keep updated record of outlets converted and lost (with impact).
