Ensure that the team possesses the necessary tools, skills, and motivation to meet and exceed predetermined targets in the retail market.
Responsibility Areas
Strategy and Planning
Oversee the secondary sales of the ASO in the designated area.
Implement and uphold the sales and marketing strategy outlined for the business.
Monitor individual and team sales goals on a monthly, quarterly, and annual basis.
Provide reports and recommend solutions for addressing significant environmental challenges affecting Gross Sales Value (GSV).
Market Share Expansion
Regularly conduct audits of retail outlets to analyze market share fluctuations and trends.
Focus efforts on strengthening tracks for retail growth and retention while improving brand image and generating growth in weaker areas.
Work with the team to ensure adherence to market discipline, track daily targets versus achievements, and ensure compliance with working norms and practices.
People and Organizational Development
Develop team members through motivation, coaching, skills enhancement, and product knowledge training.
Establish a process for monitoring individual and team performance through effective reporting and communication mechanisms.
Acknowledge and celebrate team and individual accomplishments.
Provide sales and product training to the team and off-roll sales personnel as needed to enhance productivity.
Promotions and Schemes
Implement, maintain, and recommend consumer-oriented activities within the area to drive trials and increase penetration.
Manage promotional materials for brands at the retail level, utilizing local sales promotional and merchandising activities to achieve sales targets and enhance brand awareness.
Retail Outlet Management
Ensure successful implementation of organizational standards at retail outlets within the coverage area.
Maintain quality, distribution, visibility, promotion, pricing, and persuasion standards at outlets.
Align the team to execute marketing plans in the area in accordance with state/regional marketing team guidelines while adhering to company policies, resources, and budgets.
Distributor & Account Sales Officers Management
Recruit a minimum of 200 retail outlets in each territory within the coverage area.
Manage daily sales/stock reconciliation with Key Distributors (KDs).
Manage daily stock issuance and reconciliation with Account Sales Officers (ASOs).
Establish clear business objectives with ASOs regarding targets and business growth.
Ensure compliance with ASOs’ debt obligations.
Provide daily, weekly, and monthly reports to the Regional Manager.
