1. Sales Plan Development and Execution:
• Develop, review, and regularly update the monthly sales plan and sales initiatives with inputs from the area sales managers and analysis of market trends.
• Regularly track horizontal/vertical expansion plans to achieve growth as planned (both Primary and Secondary Sales).
• Collaborate with cross-functional teams to resolve sales issues and ensure demand fulfillment in compliance with organization policies.
2. Market Execution:
• Lead the sales team to drive market execution as per PiCoS (RED & NPD, and other sales standards) for relevant clusters.
• Execute and provide feedback on marketing programs and promotions to the team to counter competition.
• Drive Digital Initiatives in respective territories: Coke2Fihaara (B2B Platform) and other digital tools.
• Identify opportunities to develop Key Accounts for vertical growth.
3. RTM Management:
• Ensure inclusive growth and expansion of all Channels of Distribution while maintaining business hygiene.
• Lead Demand Planning exercises and ensure that all distribution infrastructure is in place.
• Review distributor sustainability, ROI (Half-Yearly) and Yearly
4. People Management and Capability Development:
• Coach and develop the sales team, identify training needs, and deliver training programs to enhance on-the-job execution skills.
• Conduct weekly and monthly performance reviews with Channel Managers, SEs and Distributors and ensure timely feedback.
• Support HR in Performance Management and minimize Sales Team Attrition.
5. Cold Drink Equipment Management:
• Plan and monitor the deployment of SGAs and CDE (Cold Drink Equipment) to maximize sales productivity