Deputy Sales Manager

Position Title: Area Sales ManagerDepartment:SalesWork Location:HISARGrade:M1/M2Travel Required:YesReporting to:Administrative:Regional Manager (RM)Reported by:Sales Officer / Sales Representative (SO / SR)Functional:Regional Sales Manager (RSM)Educational Qualification:Graduate ( MBA Preferred)Experience:5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.Any additional requirement:Purpose of the Position (Job Summary)To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growthKey Roles and ResponsibilitiesFinancialSales 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 planCollections: Ensure timely clearance of outstanding payments from distributorsCustomer OrientationProduct launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOsProduct feedback: Collecting and synthesizing feedback on Relaxo’s product portfolio in the context of competitor products and providing appropriate recommendationsSecondary feedback: Capturing feedback of retailers on secondary scheme, NPD and distributionDistributor appointment: Scouting and appointing new distributors as per defined normsDistributor onboarding: Ensuring distributor gets all relevant post appointment supportDistributor account management: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limitsComplaints management: Resolving complaints of channel partners inc. issues related to returnsPeople OrientationEffective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales OfficerMentorship and supervision: Mentoring, coaching and supervising company SOsEvaluation: Evaluating SO performance and creating customised action plan for each SOInternal Business ProcessOutlet mapping : Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territoriesCoverage improvement: Based on market visits, highlighting gaps in 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 merchandisingOrders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing teamJourney plan: Compiling market working reports from SOs and sharing then with the admin teamCompetitive analysis: Analyzing competitor initiatives and preparing action plans to counter competitionCompetitor schemes: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and DistributorsDistributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolioMIS reports: Preparing MIS reports for target vs actual sales and other objectivesReviews: Timely review of monthly/quarterly performance with RSMs, SOs and distributorsSales forecasting: Providing sales forecast support to RSMOther strategic interventions: Focus on implementation of company’s strategic objectives for assigned sales areaCompetenciesTechnical/FunctionalBehavioralBusiness AcumenSelling skillsMarket KnowledgeAnalytical skillsCustomer FocusCollaborationAdaptabilityResult OrientationNegotiation skillsKey Result AreasQuantitativeQualitativeSales Volume/Value Achievement% Revenue Contribution from NPDsRs. Cr business from new Distr-Div. vs. targetPJP adherenceAverage outstanding at end of each month as % of month's salesImprove Adherence to Key Sales Processes.Coaching and mentoring provided to SOsCompetitor AnalysisCustomer Service improvementKey Stakeholder ManagementInternalExternalRSMMarketing TeamCorporate Communication & NPD TeamProduction Planning & Logistics TeamDistribution and Sales Support TeamDistributors