Assistant Manager - Sales

Job Description

Educational Qualification: MBA / Post Graduate

Experience: 3 to 6 years

Desired Competencies

Functional Competencies

Experience in General Trade

Key Responsibilities

Achieve Monthly Sales Objective

• Develop Annual / Quarterly / Monthly Growth Plan and Operational Plan for sales team
• Monthly Objective Setting
• Tracking and Review of Performance
• Support and Intervention to ensure smooth deliverables
• Align plans with RSMs and Regional Teams
  
  

Infrastructure Adequacy & System Compliance

• Ensure Team carries out annual Territory Mapping Exercise and determine Infra Adequacy
• Work with Capability Team to ensure team is trained on Adequacy measurement, on boarding and TTT.
• Ensure compliance of UDAAN, CRS, Financial compliance with Channel Partners
  
  

Customer Management & Wiring

• Enter into TOTs with relevant customers and ensure adherence of TOTs
• Ensure Sales team Maintains account history and responsibility matrix for Key Accounts
• Ensure Creating of an Annual Business plan with Key customers. Review and track performance
• Identify growth opportunities within accounts and execute engagement activities
• Relationship Building
• Carry out the process of Customer Wiring personally for the Top 20 accounts (Core + Rly)
  
  

Drive Brand Objectives & Account Activations

• Ensure ECOs of brands, width and depth relevant to each sub channel
• Ensure best in class execution of consumer promotions, customer engagement activities
• Ensure best in class new product launches
  
  

Team Development

• Resource planning basis business objectives
• Recruitment and Onboarding of TSIs and PSMs
• Objective setting for team members
• Regular performance tracking and feedback
• Identify development gaps in SOs and ensure relevant interventions and given
  
  

Operate TOT Budgets & System Adherence

• Plan and budget for TOT spends
• Ensure spends are within set budgets
• Ensure compliance of sales, commercial and planning systems and processes
• Ensure compliance of financial hygiene
  
  

MI, Tracking and Reporting

• Track and report competition activities
• Track and report new business opportunities / activation opportunities
• MIS Reporting (Blackbook, trackers, dashboard, productivity reports)
• Ensure SPS planning and minimum variance
  
  

Key Result Area

• Achieve Monthly Sales Objectives for Core and Railways individually
• Ensure WOW adherence of Channel Partner Management
• Ensure width and depth of distribution as per pre defined objectives
• Business Development through Intern Management, New Account Activation, New Product Launch and ensure to tap regional or seasonal opportunities
• Ensure best in class Point of Sale execution
• Ensure Customer Management through TOTs signing, adherence and wiring
• Drive brand objectives at account / sub channel / channel level
• Execute new products GTMâ€s as per plan
• Responsible for execution of Customer & Consumer Promotion /Engagement Activities
• Work in a matrix structure and align RSMs on quarterly and monthly ACD plans
• Liaison with Regional and National Commercial, Planning and HR support functions to ensure functional hygiene for team
• Recruit, Train and Develop team of TSIs and PSMs
• Ensure Market Intelligence, Tracking & Reporting
• Competition
• Account Data
• CP Data
• Intern Activity Data
• Trade Marketing / Marketing Data
• Costs