? Business Growth & Market Execution
? Drive secondary and primary sales targets for the assigned area.
? Drive productivity parameters such as LSPC, UBO, and Drop size to improve call quality and outlet
value.
? Monitor daily, weekly, and monthly performance of territories and take corrective actions where
required.
? Distribution & Market Expansion
? Strengthen numeric & weighted distribution across channels to improve market reach & depth.
? Ensure effective route planning, coverage efficiency, & outlet productivity across territories.
? Drive continuous improvement in outlet activation and market execution standards.
? Leverage key distribution channels like retail, wholesale, rural and grocery for business growth.
? New Product Development (NPD) & Launch Excellence
? Lead and execute New Product Launches (NPDs) across the area as per company guidelines.
? Ensure timely availability, distribution, visibility, and off-take of new products.
? Optimize product wise GTM & RTM strategies
? Track post-launch performance and share structured market insights with the leadership team.
? People Leadership & Team Stability
? Lead, coach, and develop Sales Officers and off-roll field sales teams (IWS/PSR/RSP).
? Drive Sales Officer stability through effective engagement, performance management, and capability
building.
? Build a high-performance culture through motivation, regular reviews, joint working, & on-the-job
coaching.
? Manage C&F, SS, distributor and wholesaler/retailer relationships to ensure effective coverage,
stock rotation, and order execution.
Classification | Restricted
? Distributor & Inventory Management
? Oversee closing stock management across distributors, and sub-stockists.
? Ensure healthy inventory levels, stock rotation, and control of damages and expiries.
? Able to scout and on-board new distributor in the assigned area.
? Ensure stability and continuity of RDS across territories in the assigned area.
? Conduct structured periodic reviews of distributor’s performance and infrastructure.
? Ensure accurate, timely submission and closure of distributor claims in line with company
processes
? Governance, Reporting & Market Intelligence
? Ensure adherence to sales processes, systems, and compliance requirements.
? Review MIS, distributor performance reports, and area-level dashboards regularly.
? Track competitor activity, pricing, schemes, and visibility initiatives and share actionable insight
