Duties & Responsibilities:

• Follow up & manage mainly secondary sales (sales from distributor to the general trade)
• Clearly Communicate the sales performance report to sales team and distributors
• Supporting the distributor on sell out on the daily basis & follow up on time delivery of the primary orders
• Closely working with sales coordinator
• Achieves the Areas’s revenue and SKU target for all products by every distributor
• Conduct weekly and month sales performance review with the distributor and the sales staff
• Manages a team of distributor sales representative (DSR) to optimize the performance in their assigned territory.
• Works closely with the Retail Distributor help them & manage: stock & order management, demand forecasting, credit management, profitability, sales team KPIs.
• Develops productive relationships with key retailers and wholesalers in the area to support the distributor’s business
• Manage the key account customers found under every distributor
• Help build RTM database based on market nature & support the distributor sales team with account development and maintenance
• Follow up secondary sales reports and make necessary adjustment and actions (Call Rate, Success rate and strike rate)
• Analyze other KPI reports and take proper support and action
• Provide competitor activity related inputs to the RSM & Trade marketing
• Based on the market audit and analysis make sure the distributor to carry all stocks and fill gap accordingly
• Conduct competitor related analysis with the help of marketing department
• Analyze monthly P&L review for all distributors and provide action plan for improvements
• Prepare monthly collection plan as per the assigned target
• Responsible for preparing weekly market visit plan and report for the RSM
• Plan activities on daily, weekly and monthly basis
• Monitors competitor activity in the territory and report back any key findings
• Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability.
• 10% working hours invested on office/ paper work (Report, data. etc)
• Conduct weekly and monthly meeting with DSR & Distributor Staff
• Managing e-mails and other communication mediums (telegram)
• Make sure all the resources are fulfilled by the distributor as per the standard
• Provide downtime and undelivered orders on daily and weekly basis
• Responsible usage of company resource. (Computer, Vehicle, Documents)
• 90% of working hours invested on physical market visit
• Continuously coaching distributor sales representative and staff
• Manage the DSR & all the sales staff of distributors in the assigned area
• Plan & Coach the sales team and provide clear and actionable feedback
• Motivate the sales team and distributors to deliver business objectives
• Create a partner relationship with all distributors
• Maintain good relationship with sales coordinators and drivers

Qualification:

• BA Degree in Sales & Marketing Management field of study
• Minimum 3 years’ experience as Sales Representatives or 1 Year as Area Sales Manager in FMCG industry

Competencies:

• Communications skills
• Analytical Skill
• Attention to Detail
• Results driven
• People-oriented
• Teamwork
• Planning Skill