About this role
# Designation
Territory Sales Manager - Rural - Rae Bareli
Function
General Trade
Location
Rae Bareli
Reporting To
Senior Area Sales Manager - Central UP1
Job Description
What are the Key Deliverables in this role ?
Financial Outcomes
- Drive Rural Business expansion through both Superstockists, SubD Network and Pragati DB
- Ensure clear communication, tracking and improvement in incentive Earning of TSOs and DSRs
- Anchor achievement of volume & value targets by Month, QTR & Year
- Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.
Customer Service
- Drive Rural Business: Overall Rural Infra- SubD Appointments, Rural Salesman Efficiency and Cost, Overall Lines Sold, Categories billed
- Drive best in class rural execution by leading TSO Team ; Drive LUP, Range Billing of Super stockist, SubD, Pragati DB
- Effective management of Super Stockists - Issue Resolution, Drive investment and Market Servicing
- Ensure adequate DSR Count /Master Mapping Hygiene/Retailer Count/Route Count at Pragati DB
- Custodian of Rural SND: Super Stockist Count, SubD Count, Wholesale, Pragati DB, Samruddhi Count- as per Annual Plans
Internal Processes
- Rural Network Expansion: Track Village Coverage by POP CLASS- Expand Coverage in 20K-50K, 10K-20K, 5K-10K POP Group
- Market Representation and Coverage: Drive Market Coverage as per SND Norms, Ensure POP Group Level Mkt. Representation
- Infrastructure Deployment and Quality: Pragati Distributor Performance Efficiency; Total Lines Sold, Bills Productivity in Pragati Markets
- Super-stockist and Sub D range Billing efficiency, Pragati DB Range billing Efficiency
Innovation and Learning
- Effectively engage & motivate field force with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.
What are the Critical success factors for the Role ?
- Graduate/Post Graduate
- 4-10 years of relevant work experience
- Have demonstrated ability to deliver commercial value with strong Sales & Distribution
- People management skills to handle indirect sales force
What are the Desirable success factors for the Role ?
- Proven and deep knowledge of sales and distribution system
- Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators