Area Sales Leader

Key Responsibilities : -

Sales & Distribution :

• Creating a branch sales plan in alignment with the regional plan
• Ensuring that the products are available across the defined territory to reach the customer
• Increasing volume tie-up and getting business from existing partners in the market / region
• Analyzing the current market coverage and dealer coverage, and developing the distribution strategy to expand the channel reach for the products
• Ensuring effective deployment of staff at retail doors within cost parameters
• Assisting the sales team with maintaining relationships and negotiating, and closing deals
• Analyzing the market data and developing distribution strategies accordingly
• Managing relationships with the distributors and the channel partners
• Developing and nurturing an extensive network of distributors and dealers in the Trade
• Driving the collection and reporting of required current and historical branch sales data to support category and channel analytics
• Driving sales target-setting for on-ground sales and conducting periodic reviews
• Executing sales volume and value targets for branch
• Managing company-owned retail outlets and evaluating store and individual performance
• Managing the execution of marketing initiatives (BTL) and overseeing all key account management activities for the branch
• Visiting markets to understand and resolve store operational queries
• Preparing periodic sales pipeline reports showing sales volume and potential sales for various sales channels

Other Channel Partners :

• Identifying and developing good franchises in target markets and monitoring their performance.
• Refining the service network coverage and quality of service franchises, leading to better service delivery and growth in sales.
• Ensuring that channel partners (Large Format outlets & Online channel partners) get a good fill rate
• Ensuring effective implementation of marketing and visual merchandising activities as per corporate guidelines in LF outlets
• Providing competitor analysis insights regularly to help the Head Office (Sales & Marketing) to make an accurate demand forecast.

Service Setup :

• Building and stabilizing the service network, leading to better service delivery and growth in sales
• Identifying the major complaint areas and ensuring an after-sales service setup is created
• Identifying a good service franchisee for the commencement of the service setup
• Monitoring and ensuring the speedy implementation of new policies about Service and DSRC

Inventory Management :

• Overseeing all sales logistics for the branch for finished and defective goods
• Inventory planning to ensure the availability of the right stocks within the parameters specified
• Forecasting in SKU to ensure no loss of sales opportunity and no non-moving inventory in the warehouse.

Commercial :

• Ensuring all pending claims of distributors are settled on time
• Ensuring receivables are under control and acceptable norms
• Managing Branch Budget
• Monitoring daily billing to distributors and the sales progress

Team Management :

• Ensure the team is aligned with the assigned goals. Keeping them updated on their targets and providing support on achieving their targets
• Training the team on managing customers and distributors
• Motivating the team through different engagement activities and group activities
• Leading and reviewing the branch sales force productivity to meet value, volume targets