Linc Limited
Website:
lincpen.com
Job details:
Role Objective
To drive business growth in identified Focus Markets by planning, executing, and monitoring sales development activities. The role involves strengthening market presence in uncovered or high-potential districts, ensuring distributor development, and implementing structured PJP (Permanent Journey Plan) for systematic market coverage.
Key Responsibilities
1. Focus Market Planning (Monthly)
- Identify and finalize Focus Markets every month in consultation with ZBM.
- Selection criteria:
- Locations where Territory Manager (TM) is not available and Business Executive (BE) directly reports to ZBM.
- High potential / emerging districts.
- Markets where distributor appointment is pending beyond 1 month.
- Prepare monthly action plan with clear volume and distribution targets.
2. Focus Product Management
- Drive sales of identified Focus Products to improve product mix and profitability.
- Ensure availability and visibility of Focus Products across key retail outlets.
- Monitor product-wise secondary sales performance.
- Conduct retailer push initiatives, scheme communication, and merchandising for Focus Products.
- Track competitor offerings in similar categories and suggest corrective actions.
- Ensure focus product contribution improvement month-on-month.
3.New Product Launch (NPL) Execution
- Plan and execute NPL roll outs in Focus Markets as per HO guidelines.
- Ensure:
- Pre-launch stock placement at distributor level.
- Proper communication of product features & pricing to retailers.
- Visibility materials deployment at key outlets.
- Conduct retailer awareness activities and product demonstrations (if applicable).
- Monitor primary & secondary movement of newly launched products.
- Submit post-launch performance report including:
- Distribution reach
- Initial sales traction
- Market feedback
- Ensure 100% numeric distribution target for NPL within defined timeline.
4. Market Development & Execution
- Drive secondary sales in focus districts.
- Appoint and stabilize distributors where gaps exist.
- Strengthen retail coverage and increase numeric distribution.
- Ensure visibility initiatives and branding activities are executed effectively.
5. Distributor Management
- Identify potential distributors and evaluate financial capability.
- Facilitate distributor appointment within defined timelines.
- Support distributors in initial market setup, beat planning, and sales targets.
- Monitor stock levels, billing cycle, and market servicing efficiency.
6. PJP (Permanent Journey Plan) Implementation
- Develop structured PJP for self and BE (where applicable).
- Ensure planned market visits and retail coverage adherence.
- Monitor beat effectiveness and route productivity.
- Review and optimize journey plans based on market response.
7. Team Support & Coordination
- Guide and support Business Executives in uncovered territories.
- Coordinate with ZBM and HO for scheme implementation and stock availability.
- Conduct joint market visits for performance monitoring and capability building.
8. Reporting & Review
- Submit monthly Focus Market Report covering:
- Sales achievement vs target
- Distributor status
- New outlet addition
- Competition activity
- Track primary and secondary sales growth.
- Share market intelligence and competitor analysis.
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