AREA CD MANAGER

cap N.A.TOPJOBS' CLIENT

Pharmaceutical Company

post time Posted 101 months ago

JOB PURPOSES

The job exists to monitor COMPANY Distributor on their services of driving sales and market presence in assigned areas; to monitor and to advice the COMPANY dedicated team at Distributor on building and maintaining the COMPANY brand distribution, Go To Market model in order to achieve the desired sales objectives and market share gains.

KEY RESPONSIBILITIES:

(Primary deliverables of role; its scope; impact on strategy/ policy /business / people relationships)
KR 1. Contribution in Business developing and establishing
•    Achieve annual objectives through developing and implementing an efficient distribution network.
•    Use effective distribution tools to enhance direct coverage to achieve long term and short term objectives and distribution objectives.

KR 2: Functional Operations Management
•    Target Achievement:
o    Ensure achievement of Monthly and Annual targets at Area level.
o    Monitoring performance of Distributor and their Sub-Distributors’ services to trade.
o    Monitor daily distributor sales dedicated team performance and mid course correction.
o    Sell out forecast and accountable for maintaining FC Accuracy for the Area.
•    Coverage, Distribution and Retail Management:
o    Determine and secure distribution infrastructure as per requirements of the Route To Market
o    Develop and execute territory, town and beat plans as per agreed norms.
o    Monitor periodic coverage with call frequency as per norms for all outlets.
o    Develop the effective Wholesaler network to improve in-direct distribution
o    Maintain and enhance relationships with Key Retailers and stake holders
•    Visibility and Activation:
o    Secure visibility location through stocks/POSM in all targeted retail outlets
o    Supervise POSM allocation and utilization as per norms
o    Ensure effective implementation of all Trade Activities & activations like display contests, loyalty programs etc.
o    Work with line manager to develop more business opportunities through activations etc
o    Tracking and reporting competitor activities and related reports.
•    Sub-Distributor Management:
o    Educate and Train Sub-Distributors on DMS.
o    Monitor Sub-Distributor Pipelines, investment and infrastructure
•    Measure Sales Force Effectiveness:
o    Measure Target Vs Actual achievement for full sales team
o    Monitor KPIs of Sales Team like Effective Coverage, LPPC/BPPC, PC etc
o    100% compliance to usage of SFE tools like PDAs, DMS and Insight by the full Sales Team

KRA 3: Financial & Budget Management
•    Monitor the expenses of the Distributor dedicated team on monthly basis to ensure they are within budget and as per SOP.

KRA 4: People Management
•    Monitor the team of Distributor dedicated team in the Area, are responsible for the overall direction, coordination, and evaluation of this unit. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
•    Advice the Distributor for interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; talent, retention, rewarding and disciplining employees; addressing complaints and resolving problems, compliance of direct reporting staff.

KRA 5: Quality & Compliance Management
•    Maintain and develop corporate image and reputation, and protect and develop the company's brands in accordance to the Marketing Code.
•    Responsible for ethical policy & standards, compliance, crisis management within function.

KRA 6: Internal & External Customer Satisfaction & Communication
•    Build strong relationship with Sub-Distributors and Key Retailers etc to build long term COMPANY partnership, customer satisfaction and add value to customers to help build COMPANY business.
•    Build and maintain interdepartmental relationship to ensure smooth cooperation and effective internal quality across departments & units.
•    Plan and manage internal communication and awareness of corporate direction, mission, aims and activities within the function.
JOB FACTORS
COMPLEXITY: (degree of change & uncertainty; level of influencing required; degree of matrix working)
•    Participate and influence in Regional Team Meetings
•    Lead and influence discussions with Monthly review meetings with Sub-Distributors and Sales Reps.

REQUIREMENTS:

Education: University Degree
Experience:
•    5 years of experience in Sales in FMCG company (preferable MNC)
Technical / Functional Competencies :
•    Strong Analytical Skills
Behavioral Competencies: (HPB)
•    Developing Self & Others – self learning and helping others learn
•    Communication – clear and concise, talk from the audience’s point of view
•    Enable & Drive Change – be part of the change
•    Continuous Improvement
•    Influencing Skills a pre requisite
•    Teamwork

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