Territory Manager - Channel Sales from FMCG sales
Options India | Mysore | Full-time | www.hireejobs.com |
ROLE – PROFILE JOB TITLE : Territory Manager REPORT TO : Sr Manager Sales / Manager Sales / Sr Territory Manager FUNCTION : Trade Marketing & Distribution ___________________________________________________________________________PURPOSE STATEMENTTo effectively and efficiently implement the agreed trade marketing and distribution plans in a defined section of the circle.
To achieve volume/market share growth objectives with optimum utilization of available resources. To track and analyze competition activities and escalate the same to the management on a timely basis.DIMENSIONSPRINCIPAL ACCOUNTABILITIES.Effective implementation of trade marketing and distribution plans for volume and market share growthEnsure in shop visibility, distribution, and merchandizing at point of sale as per agreed norms and objectivesEnsure quality and outdoor merchandizing at point of sale only as per agreed norms and objectivesEnsure effective consumer sampling to establish new brands and increase volumes of existing brandsIncrease retail throughput and channel specified distribution coverageMonitor supplies to trade and ensure “Zero” stocks outs in all channels of trade to help achieve volume/market share objectivesMaintain data bank for market analysis and planning and report regularly for collective planningEnsure WD investments as per agreed normsManagement of dealers “stock flow” and money flow to ensure smooth flow of stocksTo regularly conduct retail census in the market and use the data efficiently for effective implementation of trade marketing and distribution objectivesADDITIONAL INFORMANTION :i) CONTEXT / ENVIRONMENT – (MATURE MARKETS)Stable volumesHealthy market sharesAchieved optimum distribution efficienciesCONTEXT / ENVIRONMENT – (EMERGING MARKETS)High volume growth potentialGrowing market sharesYet to achieve optimum distribution efficienciesiii) KEY SUCCESS FACTORSMarket share / Volume growthIncrease retail throughput and ensure channel specific distribution objectives are metEffective implementation of trade marketing activitiesEnsure Merchandizing quality/maintenance only at point of saleEffective utilization of available resourcesMotivating and directing distributors and their sales staff to achieve volume and market share objectivesiv) WORKING RELATIONSHIPTrade members – Retailers and SDsWD’s and distribution staffv) ADDITIONAL COMMENTS
The Territory Manager will remain in a particular area for at least 3 years in order to gain market knowledge and thereafter can be transferred to different areas as per the requirement of the company and the market knowledge and experience gained by the individual.This is an individual contributor role with no on-roll reportees or team handling.…...…………….……………………….…………………………….…………………
To achieve volume/market share growth objectives with optimum utilization of available resources. To track and analyze competition activities and escalate the same to the management on a timely basis.DIMENSIONSPRINCIPAL ACCOUNTABILITIES.Effective implementation of trade marketing and distribution plans for volume and market share growthEnsure in shop visibility, distribution, and merchandizing at point of sale as per agreed norms and objectivesEnsure quality and outdoor merchandizing at point of sale only as per agreed norms and objectivesEnsure effective consumer sampling to establish new brands and increase volumes of existing brandsIncrease retail throughput and channel specified distribution coverageMonitor supplies to trade and ensure “Zero” stocks outs in all channels of trade to help achieve volume/market share objectivesMaintain data bank for market analysis and planning and report regularly for collective planningEnsure WD investments as per agreed normsManagement of dealers “stock flow” and money flow to ensure smooth flow of stocksTo regularly conduct retail census in the market and use the data efficiently for effective implementation of trade marketing and distribution objectivesADDITIONAL INFORMANTION :i) CONTEXT / ENVIRONMENT – (MATURE MARKETS)Stable volumesHealthy market sharesAchieved optimum distribution efficienciesCONTEXT / ENVIRONMENT – (EMERGING MARKETS)High volume growth potentialGrowing market sharesYet to achieve optimum distribution efficienciesiii) KEY SUCCESS FACTORSMarket share / Volume growthIncrease retail throughput and ensure channel specific distribution objectives are metEffective implementation of trade marketing activitiesEnsure Merchandizing quality/maintenance only at point of saleEffective utilization of available resourcesMotivating and directing distributors and their sales staff to achieve volume and market share objectivesiv) WORKING RELATIONSHIPTrade members – Retailers and SDsWD’s and distribution staffv) ADDITIONAL COMMENTS
The Territory Manager will remain in a particular area for at least 3 years in order to gain market knowledge and thereafter can be transferred to different areas as per the requirement of the company and the market knowledge and experience gained by the individual.This is an individual contributor role with no on-roll reportees or team handling.…...…………….……………………….…………………………….…………………
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