
A Renowned Food & Beverages Company
#Distribution# General Trade # GT # Wholesale
Distribution Management
· Determine Distributor effectiveness in the area.
· Perform impact analysis based on market intelligence and communicate to line manager
· Evaluate competitor distribution system and activities
· Propose special activities/initiatives in distributor coverage area to improve penetration
· Evaluate distributor and retailer satisfaction
Plan and Supervise the following activities:-
· Identify distributor investment and infrastructure requirements
· Ensure appropriate staffing and market route setup for required coverage
· Review distributor ROI and financial health periodically
· Evaluate performance against targets and identify issues
· Gather channel-specific/ trade specific competitor activity
· Review sales by brand and recommend changes/ suggestions
· Review distributor hygiene/ housekeeping
· Review PoP utilization and stock of PoP materials
· Escalate/resolve customer issues/complaints
· Route planning for DSE, DBSM/ SR/ PSR etc.
Stock Management:
· Forecasting stock requirements with expected accuracy for your territory
· Ensuring adequate availability of stock (in accordance with norms)
· Managing closing stock in accordance with norms
· Managing stock returns
Sales Strategy Development & Execution: –
· Market potential assessment & benchmarking (gap analysis) for the territory assigned.
· Provide valuable Inputs on Competitive data analysis
· Understand the customer satisfaction levels and so the necessary measures to manage the relationship (Stockist/ DB /Retailer Satisfaction)
Business Planning :–
· Sales analysis – segment/sku/trend for territory assigned
· Develop action plans – annually and monthly for the territory
· Monitor/Report against targets – reporting as per required schedule
· Prepare for and participate in review meetings as when required
· Adjust plans to meet targets P (for region)
Ongoing Competitor Tracking & Analysis:-
· Take proactive (and reactive) measures locally keeping the line manager informed
· Identify new or emerging competitors
People/Self Development:-
· Communicate organizational values, themes, sales incentive plans and other key initiatives regularly to the team assigned
· Develop self-development and performance improvement plans
· Track progress against development objectives and make necessary changes in consultation with manager
· Monitor performance of on roll and outsourced staff
· Develop career plans and identify related developmental goals for direct reportees
· Provide on job training to the new entrant, under performers
· Provide feedback to stockist/ Distributor on staff performance
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