Purpose :

Implement and Monitor policies to achieve targeted sales, and to improve market share on a sustainable basis. Strategically build Sales Team and Channel for achieving business objectives while maintaining
PROFITABLE GROWTH
Key Activities

Implement sales budgets and sales targets.
Assist in preparing local level schemes and special incentive for dealers in consultation with ZD.
Facilitate Distributors/ Dealers to achieve their sales target, FGIs, QGIs, etc.
Educate dealers to sell high value / high margin /new products to improve sales turnover.
Implementation of MOP System in the assigned territory.
Approach Institutions
Report unauthorized dealer selling / un- authorized product selling.
Ensure adequate In-shop branding, Signage, Festival Gate/ etc. at dealers' outlets.

KPI :

RCV
Impact of Schemes
No. of ROs converted to MBOs, MBOs to Exclusive and Exclusive to Shoppes, World and Galleries.
No. of new business opportunities added.
Participated in No. of Fairs / Exhibition
No. of dealers / ZD/ AD's visited.
No. of meets conducted Complaint resolution time
Credit days
No. of Training Conducted
No. of Job rotation within state.

MARKET DEVELOPMENT & PENETRATION

Update HOD on competitor's activities.
Participation in local exhibitions & fairs alone with ZD / Dealers.
Assist in Implementing ATL/BTL activities in the state.
Implement plans for expansion and management of Sleepwell showrooms.
Appointment of new ROs and MBOs as per plan.
Conversion of ROs to MBOs, MBOs to Exclusive, Exclusive to Shoppes/ World/ Galleries as per plan.

CUSTOMER SATISFACTION

Identify institutional customers. Visit ZDs / ADs / Dealers as per plan.
Ensure AD / dealers receive and understand all communications.
Resolve Distributor / dealer queries.
Ensure timely end customer complaint redressal.

COLLECTIONS :

Ensure that payments are received timely from ZDs.

TEAM DEVELOPMENT

Periodic Sales performances review with Team, distributors & Dealers
Conducting Sales staff and dealers training program with the help of Training Dept
Develop successor for Business Continuity.

Key Decisions :

Network up-gradation by appointing Exclusive Dealers, Shoppes, and Showrooms.
Propose introduction/discontinuation of Products developing upon Competition.
Take decisions on job rotation, employee development, promotion recommendation, disengaging non-performers, and manpower planning.

Working Relation :

Establish an effective relationship with the National / Zonal / Regional Sales Head to give inputs/market feedback.
Work closely with the marketing department for advertising/branding/publicity support at the local level. Close relations with Commercial to ensure that all financial claims of the channel are settled within time. Establish effective relationships with all Service departments.
Establish close relationship with Channel Partners and Sales Team to understand the market needs and challenges.
Close relation with subordinates to ensure harmonious working conditions.

Company Profile :

Our client, a publicly listed 3000 Crore turnover company, is the fastest-growing leader in Polyurethane (PU) Foam and position is for retail sales, his requirement is for expanding the customer base for Polyurethane Foam.

ASM/Territory Sales Manager - Channel Sales (Leading consumer product Brand)