AddressStrategic Business Plan & Execution :
- Preparing & Presenting Business plan for the region to HO in line with HO plan
- Sales Forecasting (M0/M1/M2) and review against actual achievements
- Infrastructure Planning for the region to achieve AOP
GTM Strategy:
- Proposing a GTM strategy for the region (Direct distribution/Hub n SPOC / Outlet reach to increase the coverage)
- Population/demographic based direct reach plan and deployment of resources (Channel/Sales team)
- Analysing Regional Sales data (In-house, AC Nielsen, KANTAR etc.) to draw insights for better planning
- Identifying relevant category products basis potential consumer segments and drive product penetration /Volume build up
Trade Engagement:
- Working closely with Trade Marketing at HO for planning relevant BTL activities/Trade schemes for Primary and Secondary partners
- Managing Channel conflict in the region (GT/eb2b/MT/E com)
- Relationship Management (Top SAMT / eB2B / HoReCa accounts)
Competition Tracking:
- Benchmarking Competition products basis price/quality
- Tracking competition activities like new town launches/sales team/NPD/consumer offers.
Distributor Health & Retailer Satisfaction:
- Ensuring SS, CnF and Distributor ROI by improving Stock rotations at competitive distributor margins
- Evaluating Operational efficiencies for CnF / SS / distributor and taking corrective actions
- Taking regular channel feedback on company's processes and highlighting improvement areas to HO
- Distributor evaluation and corrective actions
Policy Compliances & Budgetary Controls:
- Adherence of Channel policies like Stock norms, PTR, trade settlements etc.
- Channel Credit exposures/ Overdue settlements
- Cost optimisation towards manpower, TA, Monthly/Qtly/Annual Sales incentives
New Product Launches:
- Ensuring New product penetrations and volume drive within defined period
- Analysing off take from outlets and taking consumer/retailer feedback
Manpower Planning & Efficiency:
- Manpower planning basis GTM plan and direct town/outlet reach
- Sales Team field efficiency hygiene parameter adherence
- Achieving productivity norms at individual resource level
- Regular team meetings to review performance and extend relevant supports if needed
People Engagement:
- Building Sales talent pool and mentoring the potential members and controlling attrition of top talent
- Identifying Training needs of Sales team & getting the same arranged through HO
- R&R programs, team bonding/fun activities to drive positive performance culture
- Ensuring structured Mid-year/Annual appraisal discussion between Manager & Subordinate
Special Projects:
- Driving DMS / mSFA Adoption by distributors and Sales Team
- Turning around specific markets with low market shares
