1. Sales planning and Execution:
? Firm up sales plans for the month/quarter/annum
with RSM
? Ensuring right forecasting, volume/Value build up for
the monthly numbers and clarity on Trade/marketing
inputs
? Communicating and aligning the plans with the Sales
Team
? Tracking and Monitoring of Sales plans on
Daily/weekly basis
? Monitoring Promo effectiveness on the SKU/brand
(both Consumer/Trade Promo)
? Identifying issues and opportunities at
Brand/Category level looking at internal and external
trends.
2. Building Distributor Infrastructure:
? Closely monitoring Distributor infrastructure and its
effectiveness
? Proactively building infrastructure blueprint in line
ACH MANAGEMENT CONSULTANTS
with sales growths and coverage objectives.
? Identifying gaps in terms of investment,
infrastructure and work out corrective actions.
? Aligning large Distributors with JBP (Joint Business
Plan) on all important business objectives for the
City/Channel.
3. I8
? Continuous focus on increasing availability of our
Products
? Increasing Direct Coverage with right benchmarks
? Increasing Numerical Distribution by leveraging
Channels
? Driving sales efficiency metrics- ECO, TLS, Bills cut,
LPB etc
? Understanding the new emerging trends in FMCG
distributive Trade.
? Implementing Channel programmes and Visibility
drives
? Monitoring all key brand Activities of the
month/quarter at the POP
? DSR effectiveness in terms of key
activities/programmes
? Continuous focus on width and depth of our Brands
as per the Channel spread
4. Managing Customer
? Distributor:
a) Providing Excellent service to the trade: PDP, Line
Fill
b) To manage his investments – Stock, Credit, and Claims
management as per agreed norms.
c) Quarterly ROI study and take corrective actions.
d) Building and developing AW/Distributor Crew.
e) Building a relationship for a long term partnership.
? Trade:
a) Provides best in class service thro our
AW/Distributor
b) Damage/Expiry stock management
c) Claim settlements as per the norms
5. Building and Developing Team
? People planning as per span and channel specifications
? Providing right directions on execution, sales and
process orientation
? Regular Sales performance review and feedback
? Identifying skill/competency gaps and working out
Development Action Plans