Job Description

Job Requirements

Job Details:

To drive regional sales as per targets of Titan by managing distributor and dealer network within the assigned geographical area together with delivering high quality service to customers.

Responsibilities

:

Sales planning: Business plan formulation

Provide inputs to consolidate the potential sales in the region and develop the annual business targets for the respective regions. Develop and approve the annual business targets of the distributors and dealers. Develop and seek approval on the manpower optimization strategies for the trade function.

Evaluation and control: Conducting business performance reviews

Monitor the financial performance of distributors and dealers against targets periodically. Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

Network Expansion

Ensure the expansion of stores across the identified region as per the targets by identifying & proposing new dealers for approval. Development of model stores and RSEBO: Identify the number of model store and RSEBO conversion annually. Convince identified dealers/ distributors to convert into a model store or RSEBO.

Trade marketing

Create and seek approvals on marketing plans, BTL activities and budgets for regions/ stores/ dealers in coordination with SOs after analysing the markets & competition. Create the annual overhead expenses in the region which include VM fixtures, travel expenses etc. Design & develop activity for the retail initiatives of model stores & RSEBO with expected ROI calculations. Design and develop the marketing support to the dealers in terms of VM updation, gift with purchase introduction & promotions etc.

Trade operations: Field sales operations management: Field operations and financial planning

Develop and approve the monthly PJCP periodic journey coverage plan for all company and distributor's sales officers.

Trade operations: Scheme management

Recommend on region specific schemes for potential seasonal improvement in sales. Recommend roll-out regional schemes during an active national scheme within the defined budgets after due approvals.

Trade operations: Incentive management

Ensure roll out, compliance and payments of the incentive schemes to the entire regional staff.

Trade operations: Training and development

Ensure new product introduction training to relevant stakeholders in coordination with the HR team.

Trade operations: Recruitment & Selection

Conduct interviews to support selection of company and distributor sales officer in the region with coordination from the HR teams.

Field sales operations management: Customer complaint resolution

Manage the customer complaints and ensure quick resolution by engaging the relevant teams

People & Talent Management

Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged. Mentor and develop staff using a supportive and collaborative approach. Ensure talent pipeline is created by succession planning for the critical positions in the region. Set Objectives for Reportees aligned to the organizational /functional. Liaise with HR on vacant positions. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.

Work Experience

Education: Graduate/Post- Graduate (MBA)


Relevant Experience: 5 - 6 years in FMCG Distribution, preferably in Fragrances/Beauty category.



Behavioral Skills:

Customer Centricity Delivers Results Interpersonal Effectiveness Build Effective Teams Ambiguity tolerance Nurtures Relationships Influence for Impact


Knowledge:


Sales/ retail experience * Vendor management