Looking For Territory Manager - Channel Sales (Telecom Vertical)

[1source Consultant]

Location Hyderabad / Tirupati / Vijayawada
Bangalore / Hubli
Chennai / Coimbatore / Madurai
Calicut / Cochin /Trivandrum

Experience 2 - 5 Years In Telecom Channel Sales

Line Manager : Vendor Account Manager/ Regional Sales Manager


1. FINANCIAL


Achieve Monthly Primary & Secondary Sales Target of the territory for
the entire product range.
Implement the company’s Credit Policy
Ensure that the schemes are duly sanctioned and a proper record of the
same is maintained.


2. MARKET RELATED


Know the towns under coverage, their population, profile, number of
outlets, business potential etc.
Ensure distribution (product wise), frequency of coverage / personal
visit as per company norms and have Area Coverage Plans (ACPs) in
place for each Town / Distributor.
Update & maintain Dealer Record Cards (DRCs) and Daily Route Call Plan
(DRCP) for every outlet under direct coverage of the company
employee.
Ensure PJPs (Permanent Journey Plan) are in place & are followed as
per approved plan.
Ensure adequate stock levels and merchandising in all covered
outlets.


DIRECT DISTRIBUTION

Achieve Brand wise / Town wise distribution targets by extending
coverage and range distribution.
Analyze and determine deviations from plan with reasons, report &
discuss with Sales Manager/ Account Manager and take necessary
corrective action.

INDIRECT DISTRIBUTION


Identify, activate & control the wholesalers in the territory to
maximize indirect distribution of our products.
Contact, train & activate in shop salesman / promoter to increase
productivity.


DISPLAY AND MERCHANDISING


Ensure effective installation, utilization & maintenance of all
display units.
Use POP judiciously and other display material for creative
merchandising.
Equip self with appropriate Sales Kit / Builders & Merchandising Kit
for working In the market.


DISTRIBUTOR MANAGEMENT


Appoint, Train, Develop & Retain re-distributors in the territory and
ensure that their contribution to our business is as per our target /
plan.
Negotiate, after necessary approvals, with Distributors for services
and investment in stock levels and market credits.
Evaluate at regular intervals the services rendered, coverage &
distribution gains and financial status of the distributor. Review and
discuss with ASMs and take corrective actions after necessary
approvals.
Monitor constantly stock & sales of all distributors and take remedial
actions in case of major variations.
Place orders in time so as to ensure that a “ Stock Out ” does not
arise and ensure high level of service to the distributor in areas of
delivery of stocks, adjustment of Credit Notes, Replacement etc. by
preparing & submitting them on time.
Ensure schemes are passed on to trade as per guidelines, the claims
are verified as per company policy and follow up with ASM for timely
settlement of the same.


RE-DISTRIBUTOR SALESMAN MANAGEMENT

Undertake timely recruitment of re-distributor salesman in accordance
with company policy and maintain full sanctioned strength in the
territory.
Induct the new re-distributor salesman as per the listed guidelines.
Organize and conduct effective briefing to share information, train,
build enthusiasm & team spirit so as to have them fully involved with
the business.
Work with each re-distributor salesman as per plan in field. Train &
support them in solving their problems and in areas of sales coverage,
collections etc.
Review at regular intervals the performance of each individual, point
out areas of Improvement and ensure necessary corrective actions.


COMPETITION


Monitor competition, their prices and activities on a regular basis
and report to the ASM with samples wherever necessary.
Ensure wherever local actions are possible to fight competition, they
are undertaken and plans submitted to ASM whenever required.


REPORTING & ADMINISTRATION


Maintain contact with ASM, discuss relevant issues, agree on future
plans, ensure Implementation and follow instructions.
Meet all deadlines on reporting schedules to ASM and ensure accuracy
of information.
Highlight any special achievements / activities in his territory by
Distributor / Salesman to ASM.
Maintain & update data on a regular basis for the territory,
Distributor wise / Town wise & SKU wise.
Maintain effective and cordial relationship with other colleagues in
the company & trade.
Be fair and impartial to all Distributors & their representatives.