Primary Role
Will be responsible for driving continuous improvement in all aspects of Sales, Specifications & Field Marketing in the assigned Zone to achieve the business objectives. This would include sales process improvement and infrastructure management.
Responsibility:
Sales Objectives
Drive identified Initiatives in the Zone to achieve the overall sales objectives
Identify & effectively implement Major and Key initiatives at zonal level in the areas of Market Development, Distribution expansion & Sales Operation
Identify the critical/burning issues of the Zone affecting sales & take remedial action/ escalate wherever needed
Continuously identify gaps in the regular working of BMs, Regional Specs Managers, Marketing Executives & sales support staff and remedy the situation without allowing it to damage the business
Bring focus to the business of new Products (Roff, MEP Solutions, others)
People Management:
Ensure timely recruitment and retention of right quality people
Achieve clarity on role & responsibilities of all field managers and employees by regular interaction with HO and field employees
Impart training on roles & responsibilities of all field employees to ensure clarity in the minds of the respective employees
Implement the performance and potential management system including career planning & development of key employees
Continuously audit the market work done by all field employees; assess and give guidance to improve market working
Identify poorly performing field employees and take suitable remedial actions
Market Connect
Engage with the Top Customers & Consultants in the Zone
Carry out intensive field visits and interact with employees, dealers and end-users
Collect feedback on all aspects of the business including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes, etc.
Capture the feedback in a manner which is visible to HO and then act on the feedback in consultation with key people to get things done
Identify success stories and replicate in other parts of the zone. Also share with HO for replication in other parts of India
Regularly monitor inventory pile up in slow & non-moving SKUs, take remedial actions
Drive collection of receivables in case of exceptions
Ensure proper implementation of Commercial policies
User / Influencer / Dealer Management
Drive key dealer programs
Periodically engage with end-user/influencer panels for seeking feedback & suggestions.
Demand Generation
Give inputs to HO on
Important objectives to be achieved through market development activities
Design of market development activities
Make Annual and Quarterly plan for market development activities in alignment with zonal marketing communication executive & HO
Periodically attend market development activities/meets and give guidance to the marketing execs. for improving effectiveness and give feedback to HO on any support required such as application videos
Requirements
An Ideal
candidate for ZSM must hold Bachelor degree with at least 8+ years
experience of FMCG.
Should have experience of team handling.?