Territory Manager

Job description

Dabur India Ltd Location-Nashik Roles And Responsibilities:- • Identifies and appoints stockists in new towns • Sets targets to field force in terms of total outlets to be serviced through direct channels. • Increases sales width (through specified targets and focus brands allocated to field force) • Ensures that market presence is maintained through adequate merchandising • Constantly tracks pipelines and makes rectifications to maintain specified norms. • Identifies breakages/ expiries/ damaged stocks and ensures that they are processed as per specified norms. • Is responsible for receivables. • Ensures through SI/RSP that their respective stockists are adequately servicing their markets. • Ensures through SI/RSP that their respective stockists are investing in Dabur as per the desired norms / targets. • Ensures that stockist claims are settled within the prescribed period as per the corporate norms and guidelines. • Understand & Monitor stockiest ROI and highlight concerns to AH. • Approve the MJP of SI/RSP & ISR. • Ensures sales productivity of SI/RSP and ISR. • Reorganizes sales beats to optimize sales efficiencies and sales targets. • Ensures that trade promotions and market schemes are implemented as per the specified norms and guidelines. • Ensures that travel expenses of SI/RSPs and ISR are within their entitlements and as per company norms and guidelines. • Ensures that trade distribution, promotions and other miscellaneous expenses are within the budgeted limits. • Evaluates SI/RSP performance. • Ensures through SI that the performance of their respective RSP/ISR’s as per the specified targets. • Provides adequate developmental inputs, feedback and counselling. • Is responsible for providing OJT to SI/RSP’s as part of skills development. • Coordinates with Training Manager for classroom training to respective SI/RSP and ISR. • Prepares and dispatches MIS and other reports as per specified guidelines. • Ensures that claims settlement procedures and reports are formulated as per prescribed norms and guidelines. • Ensures that leaves, attendance and other claims of personnel reporting to them are processed as per the corporate guidelines by the relevant authorities. • Handles grievances and other issues through conflict resolution and team building activities. • Ensure Market Hygiene. • Direct Towns Secondary Value • Total Mandays for RSP across SI and SSM deployment in direct towns • Increase in Avg. Brands Sold • Secondary Sales Value • Opportunity Brands / NPD