Responsibility

Sales Target Achievement
• Primary sales (from Company to Distributor)
• Secondary sales (from Distributor to Trade)

Territory management
• ensure that all channels and outlets assigned to Distributor are properly covered
• service levels to customers are in line with agreed norms
• control cross-selling to other territories

Improving sales teams' effectiveness
• following route plans
• selling and merchandising skills
• overcoming objections, etc.
• field accompaniment & on-the-job observation

• Prepare, review & update proper market coverage by each sales team in line with company's
objectives (Route Plan)

Ensure that Distributors follow agreed Joint Business Plans in terms of
• number and quality of sales/support functions
• maintaining agreed stock levels through regular orders aligned to sales forecast
• payment on time to company as per agreed norms
• warehouse management as suggested by company

Assign company's annual targets by sales team
• Volume targets
• Value targets
• Coverage targets by channel
• Effective calls

• Close involvement in recruiting and training of distributor's sales teams
• Lead, motivate and train Distributor's sales teams (classroom & on the job)
• Analyzing sales data at salesman and customer levels and taking corrective actions to improve performance

Sending reports needed by the Company
• Sales, Stock & Order reports of Distributor
• Distributor's performance report on key KPIs
• Sales teams performance on key KPIs

• Report competitors’ activities (new products, price, promotions, etc.)