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Area Sales Manager

Country : India India

Region : Andhra Pradesh

Town : Tirupati

Category : Retail management

Contract type : Permanent

Availability : Full time

Company presentation

Relaxo Footwears Ltd. is one of the most quality conscious, progressive footwear companies manufacturing branded footwear such as Relaxo Hawai slippers, Schoolmate school shoes, Relaxo Canvas shoes, Casualz slip-ons, Relaxo Jogger sports shoes, Leatherite slippers & shoes and Flite- the lightweight, fashionable slip-ons. To spearhead our ambitious growth plans, we are looking for the following live wire sales professional:-

Job description

Job Description
Purpose of the Position (Job Summary)
- To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growthKey Roles and Responsibilities
Financial
- 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 (to be done in consultation with the Regional Sales Manager)
- 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 distributorsCustomer Orientation
- 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 Relaxos product portfolio in the context of competitor products and providing appropriate recommendations
- Secondary feedback: Capturing the feedback of retailers on the 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 returnsPeople Orientation
- 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 customized action plan for each SO
- Internal Business Process
- Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets in the assigned territories
- Coverage improvement: Based on market visits, highlighting gaps in the 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 the billing team
- Journey plan: Compiling market working reports from SOs and sharing them with the admin team
- Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
- Competitor schemes: Being up-to-date with the 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
- MIS reports: Preparing MIS reports for target vs actual sales and other objectives
- Reviews: Timely review of monthly/quarterly performance with RSMs, SOs, and distributors
- Sales forecasting: Providing sales forecast support to RSM
- Other strategic interventions: Focus on implementation of company's strategic objectives for assigned sales areaCompetencies
Technical/Functional
Behavioral
- Business Acumen
- Selling skills
- Market Knowledge
- Analytical skills
- Customer Focus
- Collaboration
- Adaptability
- Result Orientation
- Negotiation skillsKey Result Areas
Quantitative
Qualitative
- Sales Volume/Value Achievement
- % Revenue Contribution from NPDs
- Rs. Cr business from new Distr-Div. vs. target
- PJP adherence
- Average outstanding at end of each month as % of month's sales
- Improve Adherence to Key Sales Processes.
- Coaching and mentoring provided to SOS
- Competitor Analysis
- Customer Service improvementKey Stakeholder Management
Internal
External
- RSM
- Marketing Team
- Corporate Communication & NPD Team
- Production Planning & Logistics Team
- Distribution and Sales Support Team
- Distributors
- RetailersRoles and Responsibilities

Profile

Other skills : Channel Partners, Selling, Sales Support, Sales Forecasting, Regional Sales, Sales Planning, LI
Preferred skills : Distribution Management, Area Sales Management, Primary Sales
Experience: 7 to 12 years
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