Sales planning: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area.
Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan
Collections: Ensure timely clearance of outstanding payments from distributors
Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs
Product feedback: Collecting and synthesizing feedback on Company's product portfolio in the context of competitor products and providing appropriate recommendations
Secondary feedback: Capturing feedback of retailers on secondary scheme, NPD and distribution
Distributor appointment: Scouting and appointing new distributors as per defined norms
Distributor onboarding: Ensuring distributor gets all relevant post appointment support
Distributor account management: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits
Complaints management: Resolving complaints of channel partners inc. issues related to returns
Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
Mentorship and supervision: Mentoring, coaching and supervising company SOs
Evaluation: Evaluating SO performance and creating customised action plan for each SO
Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories
Coverage improvement: Based on market visits, highlighting gaps in market and developing an action plan with SO.
Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising
Orders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team
Journey plan: Compiling market working reports from SOs and sharing then with the admin team
Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
Competitor schemes: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors
Distributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio
Candidate should be a Post Graduate with minimum 5-12 years of experience in Sales.
He should have exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.
He should be flexible on relocation.
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