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