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Sales Development Manager

5.00 to 8.00 Years   Ahmedabad   02 Feb, 2021
Abbott Healthcare
Job LocationAhmedabad
EducationNot Mentioned
SalaryNot Disclosed
IndustryRetail
Functional AreaMarketing / Communication,Pre-Sales
EmploymentTypeFull-time

Job Description

Position Title: Sales Development ManagerReports to Regional Sales ManagerPosition Purpose

  • To drive primary sales, secondary sales, and market presence in the assigned sales territory. (State / SuperStockist Structure)
  • To lead a team of ISRs for the development of the market to achieve desired sales objectives.
  • To implement, track and monitor Sales Enablers for strengthening Trade systems & processes.
Internal CustomersArea Sales Manager, Branch Head, TSEs, ISRs, RCMM, CME, Training Manager, SFE manager.External CustomersDistributors, Super Distributors, Sub Distributors, Retailers, Chemists.Minimum Requirements
  • Graduation in any field.
  • Relevant sales experience of at least five years within ANI or other reputed organization.
Managerial
  • People management skills.
  • Analytical abilities.
  • Strategic Thinking.
  • Business planning & development skills.
Behavioral
  • Leadership skills.
  • Decision-making skills.
  • Interpersonal & influencing skills.
  • Communication skills.
KEY RESULT AREAS1. Sales Achievement (30%)ACTIVITIES
  • Ensure achievement of monthly, quarterly and annual sales targets within laid down business terms for all divisions and brands.
  • Monitor actual sales and take mid course corrections and inputs to reduce variance against expectations.
MEASUREMENT CRITERIA
  • Primary and secondary value sales.
  • Market share.
  • Sales Growth.
  • Target vs achievement.
2.Territory Business Planning(20%)ACTIVITIES
  • Identify potential towns & appoint Distributors / Super Distributors in line with business strategy.
  • Plan & allocate ISRs basis market potential.
  • Design and implement ISR PJP for best optimization of resources.
  • Conduct JCM s for all ISRs and review area performance.
MEASUREMENT CRITERIA
  • Distributor / Super distributor appointment against plan.
  • Sales per ISR
3. Distribution Management(20%)ACTIVITIES
  • Ensuring quality of market coverage through effective use of ISRs.
  • Develop and ensure implementation of Distribution plan across distributor / SD territories.
  • Ensure category availability, visibility & freshness (Stock rotation)
  • Formulate and ensure implementation of trade & consumer promotion plans.
  • Support micro marketing/ customer activation initiatives planned for the area.
  • Competition tracking & providing inputs to the ASM.
MEASUREMENT CRITERIA
  • Achievement of distribution targets for all brands.
  • Implementation of visibility objectives.
  • Implementation of customer marketing plans in the territory
4.Distributor / Super Distributor Management(15%)ACTIVITIES
  • Educate and train distributors on ANI systems & processes
  • Ensure optimal stocking levels and high billing efficiency for all distributors.
  • Review distributor financial health & take corrective actions
MEASUREMENT CRITERIA
  • Billing efficiency.
  • Sales phasing.
  • Distributor cheque bouncing.
5. People Management and Development (5%)ACTIVITIES
  • Facilitate hiring and induction of ISRs.
  • ISR motivation and engagement.
  • Act as coach and mentor to any new TSE recruit.
  • Be the Train The Trainer for all development initiatives in the branch.
MEASUREMENT CRITERIA
  • ISR retention.
  • Feedback from new TSE recruits.
  • Training evaluation
6. Reporting / Administration (5%)ACTIVITIES
  • Generate and submit daily, weekly and monthly reports as per requirement.
  • Ensure regular reporting on technology applications like Blaze etc.
MEASUREMENT CRITERIA
  • Timely submission of reports.
7.Code of conduct and compliance to stat / regulatory norms(5%)ACTIVITIES
  • Adherence to code of conduct.
  • Conformation to all financial and administration systems.Compliance to statutory and regulatory norms.
MEASUREMENT CRITERIA
  • Regular monitoring of ASM on statutory and regulatory compliance
,

Keyskills :
salesbusiness developmentinsurancemonthly reportssales developmentsecondary saleslife insurancetrain the trainersales achievementregional salesmarketingpeople managementprimary sales

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