Financial Outcomes 

• Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory  

• Secondary sales (Retail Distribution) - Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory  

Customer Service 

• Provide ground-level inputs for promotions, local activations & demand forecasting exercise 

• Ensuring timely submission of stockiest claim along with supporting documents adhering to the company’s guidelines  

Internal Processes 

• Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager  

• Timely communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion & delivery  

• Co-ordination with Finance team for pricing issues, accounts settlement, claims management 

Innovation and Learning 

• Capability building of the indirect sales force by communicating and reviewing their delivery against expectations, and enhancing their sales skills by conducting market work with them & regular training. 

• Effectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.