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
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Provide inputs to consolidate the potential sales in the region and develop the annual business targets for the respective regions.
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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
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Monitor the financial performance of distributors and dealers against targets periodically.
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Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.
Network Expansion
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Ensure the expansion of stores across the identified region as per the targets by identifying & proposing new dealers for approval.
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Development of model stores and RSEBO:
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Identify the number of model store and RSEBO conversion annually.
- Convince identified dealers/ distributors to convert into a model store or RSEBO.
Trade marketing
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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
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Develop and approve the monthly PJCP periodic journey coverage plan for all company and distributor’s sales officers.
Trade operations: Scheme management
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Recommend on region specific schemes for potential seasonal improvement in sales.
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Recommend roll-out regional schemes during an active national scheme within the defined budgets after due approvals.
Trade operations: Incentive management
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Ensure roll out, compliance and payments of the incentive schemes to the entire regional staff.
Trade operations: Training and development
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Ensure new product introduction training to relevant stakeholders in coordination with the HR team.
Trade operations: Recruitment & Selection
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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
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Manage the customer complaints and ensure quick resolution by engaging the relevant teams
People & Talent Management
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Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.
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Mentor and develop staff using a supportive and collaborative approach.
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Ensure talent pipeline is created by succession planning for the critical positions in the region.
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Set Objectives for Reportees aligned to the organizational /functional.
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Liaise with HR on vacant positions.
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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:
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Customer Centricity
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Delivers Results
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Interpersonal Effectiveness
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Build Effective Teams
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Ambiguity tolerance
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Nurtures Relationships
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Influence for Impact
Knowledge:
- Sales/ retail experience
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Vendor management
