Company Conformity Standards:
Perform quality work within deadlines with or without direct supervision, interact professionally with other employees, customers and suppliers, work effectively as a team contributor on all assignments, work independently while understanding the necessity for communicating and coordinating work efforts with other employees.
Position Summary:
Support Territory Development Managers, Account Development Representatives & Customer Representatives to fulfill responsibility for Target Achievement of Sales Volumes, Merchandising Standards, Customer Service delivery and Local Account Management in all Routes / Areas in the territory.
The Manager is also responsible to physically verify of Cooler placement as recommended by TDMs, all Trade activities planned by Company to TDMs / ADRs and C.R.s through group meetings and to take decision on appointment of Stockiest in assigned area.
Main Responsibilities:
Selling
- Sell and execute all authorized products, packages and promotions.
- Route Ride to Check, Supervise and Coach the Customer Representative to practice the ‘Standard Call’
- Obtain best Selling position in the account.
- Create New Opportunities and source NMM/CEO support.
- Ensure Target Achievement of all Goals set by NMM/CEO.
Customer
- Plan, Organize, Co-ordinate, Control and Execute Core Work (Selling, Merchandising, Delivery & Distribution, Account Management & Coaching).
- Expand the market with Horizontal & Vertical activities.
- Track Customer wise Sales and take corrective action.
- Visit the Trade daily to understand Customer needs, market and industry trends.
Consumer
- Look out ways and means to increase Drinkers.
- Create opportunities to increase Drinks per Drinker.
Delivery
- Make corrections by tracking KPIs and thereby improving distribution and availability of our products & packages.
- Supervise daily settlement in full and collection of payment by all Customer Representatives.
- Assist and co-ordinate load requests.
- Check to ensure effective maintenance of Route/Customer Cards/Files/Books.
Resources, Records & Presentations
- Identify, Allocate, Track & Evaluate resources to maximize sales.
- Keep details of Customers, Assets, Glass, Signage, etc by Route/Area.
- Review and analyze the data available and collected.
- Provide feedback, make presentations & enable corrective actions.
Training and Problem Solving
- Coach Sales Team of TDMs, ADRs, CRs/Helpers through classroom sessions and demonstration in the market place.
- Attend all Training programs and improve Knowledge, Skills and Attitude.
- Conduct Sales meetings daily, weekly and monthly and facilitate problem solving.
Key Performance Indicators (KPIs)
- Absence of Customers complains from the market
- Availability of all brands in the market
- Attainment of Sales Volume
- Timely submission of Sales and Market report to Sales and Marketing Manager
- Increase of new customers
- Correct and timely submission of sales reports.
- Absence of cash/empties shortage
- Cooler Placement
- Effective Management of Performance Management
- Management of Budget
Entry Requirements:
Direct Entry:
Masters Degree in Business Administration or a related field and at least 8 years working experience in similar responsibilities.
In service:
By promotion of Assistant Manager Sales and Marketing who has demonstrated outstanding performance, and worked in that capacity for at least 3 years. Depending on availability of position.
Competencies/skills:
- Excellent understanding of the organization’s goals and objectives.
- Strong understanding of human resource management principles, practices and procedures.
- Strong understanding of project management principles.
- Strong leadership skills.
- Excellent written and oral communication skills.
- Excellent interpersonal skills.
- Ability to conduct and direct research into Sales and Marketing issues and products as required.
- Ability to present ideas in business-friendly and user-friendly language.
- Ability to perform general mathematical calculations for the purpose of creating business cases, budgets and so on.
- High level of self-motivation
- Keen attention to detail.
- Proven analytical, evaluative and problem-solving abilities.
- Ability to effectively prioritize and execute tasks in a high-pressure environment.
- Exceptional customer service orientation.