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Post : Territory Sales Executive
JOB PURPOSE:
To drive primary sales, secondary sales and market presence in defined markets, to manage the distributor network, and to lead the interim sales rep (ISR) team to achieve desired sales objectives
DIMENSIONS OF THIS ROLE
• Geographical area: District within a State
• Sales turnover
• Manpower: Handling of Interim Sales Representative (ISR)
• Distribution: W/s, covering markets and servicing retail outlets
• External customers: Wholesaler, Retail outlets, ISR etc.
• Internal Customers: ASM, C&F, Branch Office Team
KEY RESPONSIBILITIES:
Sales Focus
• Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands
• Sales target setting and monitoring for Distributors, ISR’s at a beat level
• Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations
• Sales projection for distribution business
Area & Business Planning
• Identify potential towns & appoint distributors in line with business strategy
• Plan & allocate ISR’s basis market potential
• Formulate & execute the secondary sales plan – Area wise , distributor wise , Brand wise , SKU wise
• Conduct JCM’s for all ISR’s every month and review area performance.
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Distribution Management
• Ensuring quality of market coverage through effective use of ISR and distribution network
• Develop and ensure implementation of Distribution plan across distributor territories
• Ensure category availability, visibility & freshness (Stock rotation)
• Ensure that the ISR’s are servicing the market for breakages & stock destruction.
• Formulate and ensure implementation of trade & consumer promotion plans
• Support micro marketing/ customer activation initiatives planned for the area.
• Competition tracking & providing inputs to the ASM
Distributor Management
• Educate and train the distributors on ANI systems & processes
• Ensure optimal stocking levels and high billing efficiency for all distributors
• Ensure distributor compliance to agreed service levels & credit terms
• Review distributor financial health (pipeline and outstanding)
• Ensure that the claims of the distributor are settled by ANI within specified time limits
People management and development
• Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working”
• Enhance ISR effectiveness through training & coaching
• Management of ISR working (PJP, Itinerary, expenses etc)
• Periodic review of ISR performance and feedback
• ISR retention through high engagement and motivation
Reporting
• Daily activity report
• JCM reports on area performance
• Retail Audit & Retail Universe update
• Expense Statements
• SDR / BIR
• Other relevant forms
Code of conduct and compliance to stat / regulatory norms
• Adherence to code of conduct
• Conformation to all financial and administration systems
• Compliance to statutory and regulatory norms
Knowledge
To possess a complete territorial knowledge
Knowledge of brands , prices , margins and activities of both own products and competition
Working Knowledge of Ms Office
Knowledge of local languages other than English
Additional Information:
Location: Patiala, Gwalior
Education: B.Pharm, B.Sc
Industry Type: Pharma/ Biotech/Clinical Research
Functional Area: Sales
End Date: 16th December, 2017
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