Desired Competencies

Understanding of channel S
D operations
Leadership skills
Communication skills
Basic IT skills
Objective Orientation
Business Development
Process Management
Commercial Acumen
Negotiation skills
Market executionKey Responsibilities
Market and Sell
Manage Sales Infrastructure

Firm up S
D plan for the year based on priorities
Fix quarterly phasing in discussion with TSIs and build the plans at a PJP level
Analyze potential areas in assigned geography where A
W or Distributor appointment would enhance business prospects
Interview parties shortlisted by TSIs and evaluate them on financial strength
infrastructure
experience
market standing and alignment with vision
Complete and sign on the AW Evaluation format and forward to the General Sales Manager for approval
Coordinate separation of non
performing A
Ws with Full and Final settlement and collect No Dues Certificates

Coordinate collation of AW Stock
Sales statements at PJP Level
Finalize activity plan and individual TSI itinerary at the depot meeting based on month
business objectives
communicate these to the Field Force

Coach the TSI Team on the Call procedure execution and demonstrate the process during Field contact
make provision for mid
course changes
Draw out S
D
business
TSI contact priorities for the month
monitor Field Force activity
make changes to Tour plan due to additional projects
business exigencies for PJP planning and execution
IN ORDER TO ensure that the sales infrastructure in the assigned areas meets defined norms
Produce and deliver products and services
Manage Downstream Logistics
Facilitate movement of Modern Trade estimate with the MT Team
Discuss issue on availability at the A
W level
especially regarding trade promotions and gift
promo items
Dialogue with A
Ws to expand coverage of CRS systems specially using I
point
Prepare liquidation plans for SKUs where PKD is beyond 2 months and seek approval from the RSM

Assist the depot team in ensuring compliance with receivable norms and improvement in related systems
Increase the coverage of Channel Financing by facilitating interaction between the bankers and A
Ws
Co
ordinate with Sales Admin to issue or reverse Stop Invoice instruction based on bank advice to channel financing execution
IN ORDER TO strengthen downstream logistics with performance meeting or exceeding norms in Availability
Collection and A
W satisfaction