Key Responsibilities 1. Strategic Territory Management Network Expansion: Identify and appoint new stockists to fill white spaces in the territory while ensuring the financial health of existing distributors. Push-Pull Optimization: Design and monitor localized trade schemes that incentivize stockists (Push) while ensuring Retail Officers drive secondary sales at the chemist level (Pull). P&L Responsibility: Manage the area budget, ensuring sales targets are met within the approved marketing and discounting spends. 2. Team Leadership & Execution Performance Management: Drive the daily productivity of Retail Officers, ensuring they meet their chemist call averages and order booking targets. On-the-field Coaching: Spend 60–70% of the time in the field (Joint Field Work) to train Retail Officers on negotiation and "share of shelf" tactics. Hiring & Compliance: Lead the recruitment of Retail Officers, strictly adhering to the corporate directive of prioritizing fresher talent and ensuring lateral hires are sourced only from Top 15 companies within the ₹3.00 LPA threshold. 3. Commercial & Regulatory Oversight Receivables Management: Take ultimate accountability for the timely collection of payments from stockists and minimizing market outstanding. Inventory Control: Monitor stock aging at the distributor point to prevent expiries and ensure "First-In-First-Out" (FIFO) movement. Market Intelligence: Analyze competitor trade margins and "bonus" offers to provide real-time feedback to the Head Office for strategy pivots.
