Territory Sales Manager - Rural - Rae Bareli
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Financial Outcomes
Drive Rural Business expansion through both Superstockists, SubD Network and Pragati DB
Ensure clear communication, tracking and improvement in incentive Earning of TSOs and DSRs
Anchor achievement of volume & value targets by Month, QTR & Year
Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.
Customer Service
Drive Rural Business: Overall Rural Infra- SubD Appointments, Rural Salesman Efficiency and Cost, Overall Lines Sold, Categories billed
Drive best in class rural execution by leading TSO Team ; Drive LUP, Range Billing of Super stockist, SubD, Pragati DB
Effective management of Super Stockists - Issue Resolution, Drive investment and Market Servicing
Ensure adequate DSR Count /Master Mapping Hygiene/Retailer Count/Route Count at Pragati DB
Custodian of Rural SND: Super Stockist Count, SubD Count, Wholesale, Pragati DB, Samruddhi Count- as per Annual Plans
Internal Processes
Rural Network Expansion: Track Village Coverage by POP CLASS- Expand Coverage in 20K-50K, 10K-20K, 5K-10K POP Group
Market Representation and Coverage: Drive Market Coverage as per SND Norms, Ensure POP Group Level Mkt. Representation
Infrastructure Deployment and Quality: Pragati Distributor Performance Efficiency; Total Lines Sold, Bills Productivity in Pragati Markets
Super-stockist and Sub D range Billing efficiency, Pragati DB Range billing Efficiency
Innovation and Learning
Effectively engage & motivate field force with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.
What are the Critical success factors for the Role ?
Graduate/Post Graduate
4-10 years of relevant work experience
Have demonstrated ability to deliver commercial value with strong Sales & Distribution
People management skills to handle indirect sales force
What are the Desirable success factors for the Role ?
Proven and deep knowledge of sales and distribution system
Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators
About Tata Consumer Products Limited
Publicly traded Indian FMCG company making packaged foods, tea, coffee, water and wellness products for households worldwide.
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