Achieve sales volume and revenue targets as decided for the territory
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Execute trade schemes in line with allocated budget of A&D
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Negotiating and closing monthly sales volume and schemes based on market trends, stock assessments, and historical data
Sales Planning & Inventory Management
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Implement accurate sales forecasting, and quota planning at a customer level basis RTM’
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Ensure optimal stock availability at mapped outlets and depots
Channel and Distributor Management
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Drive the distribution KPIs across the territory
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Responsible for performance of third party manpower
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Strengthen the relationship with channel partners (Retail and Wholesale)
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Timely processing of retail trade schemes. Responsible for KYC
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Ensuring timely delivery of orders placed to avoid stock-out situation for end consumer
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Conduct shop audits to assess stock movement, brand availability, and consumption patterns
Retail Engagement
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Ensure periodic coverage of all mapped outlets
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Responsible for PJP Planning and adherence for self and third party team4
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Implement CSM engagement activities
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Ensure optimal product placement and visibility of PRI portfolio (both organic and hired)
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Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis
Market Intelligence & Performance Monitoring
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Regularly conduct retail outlet audits to study market share movements and track market share
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Prepare and present weekly reports on sales performance, key issues, and consumer insights
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Use customer feedback and market data to re-strategize selling and promotional initiatives.
Regulatory & Compliance
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Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance in markets where we do not have a cluster head
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Support in brand registrations, excise liasioning in markets where we do not have a cluster head
Team Leadership
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Lead and motivate DSMs/SEs to build a high-performing sales team.
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Work closely with DSMs/ SEs to address performance gaps in underperforming districts/retailers
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Joint visit along with DSMs/ SEs to customers to ensure adequate support