A Fantastic Opportunity for ...
Sales Target Achievement
- Primary sales (from Company to Distributor)
- Secondary sales (from Distributor to Trade)
Territory management
- ensure that all channels and outlets assigned to Distributor are properly covered
- service levels to customers are in line with agreed norms
- control cross-selling to other territories
Improving sales teams effectiveness
- following route plans
- selling and merchandising skills
- overcoming objections, etc.
- field accompaniment & on-the-job observation
Prepare, review & update proper market coverage by each sales team in line with company's objectives (Route Plan)
Ensure that Distributors follow agreed Joint Business Plans in terms of
- number and quality of sales/support functions
- maintaining agreed stock levels through regular orders aligned to sales forecast
- payment on time to company as per agreed norms
- warehouse management as suggested by company
Assign company's annual targets by sales team
- Volume targets
- Value targets
- Coverage targets by channel
- Effective calls
Close involvement in recruiting and training of distributor's sales teams
Lead, motivate and train Distributor's sales teams (class room & on the job)
Analysing sales data at salesman and customer levels and taking corrective actions to improve performance
Sending reports needed by the Company
- Sales, Stock & Order reports of Distributor
- Distributor's performance report on key KPIs
- Sales teams performance on key KPIs
Report competitors’ activities (new products, price, promotions, etc.)