Territory Sales Manager
hilal foods
Total years of experience :19 years, 2 Months
Responsible for Monthly, Quarterly & Annually Target Achievements with desired Growth along annual objectives & KPIs by using available resources for the target of 21/+ Million/month in Jhelum Area.
• Planning of Area development with respect to increase the horizontal and vertical growth.
• Market development with respect to increase the numeric coverage in assigned area.
• Lead the meeting with Key customers to ensure strong relationship. Also will conduct market visits behind some objectives like TSO/TSE/OB’s training, Customer’s Problem Solving, Gap identification, Trader Offer audit, Range availability Check, and new customer identification.
• Ensure to deliver 100% volume and value targets of different categories/Brands/SKUs assigned to TSOs/TSEs/Distributors & O.Bs.
• Lead and guide team to manage distributions in a way that split between Retail & WS should intact at 40% retail & 60% WS.
• Implement & Cascade Action Plan to Area Team to execute Regional Strategies.
• Market Intelligence & Competitor Analysis
• Accountable for improving market share through identification of Untapped Channels, New Towns, Brand/SKU Productivity.
• Responsible to distribute monthly & Yearly targets among TSOs/TSEs as per their contribution or potential & Objectives.
• Ensure to manage required days inventory at all distributors to ensure smooth secondary operations.
• Evaluate distributor’s ROI on monthly basis and ensure good ROI to the business partner.
• Responsible to check / pass all trade discounts or any other initiatives run by company.
• Choose the best class sales team member for Hilal’s business from the market.
• Drive productivity optimization & motivation for TSOs through daily interaction; weekly meetings & setting smooth operating procedures.
Responsible for current & New Business Development through planning, forecasting, selling and distribution for complete product range of HFL with a target of 7, 000 Ctns/month in Jhelum TTY.
• Ensure implementation of Annual Operating Plan of which the Key Performance Indicators are.
o Achieving the monthly Volume targets locked at the start of the Month.
o Productivity of daily planned shops to be visited
o Ensuring Range availability of HFL products in the market
o FIFO has to be maintained both at the warehouse and in market
• New Outlets/Accounts development.
• Weekly reporting on all KPI’s mentioned above to the ASM.
• Target Splitting of O.Bs on Monthly basis.
Responsible for current & New Business Development through planning, forecasting, selling and distribution for complete product range of DFL with a target of 65 tons/monthly in Rawalakot.
• To achieve secondary sales through Distributors and Sales force.
• Manage the Territory, Distribution, supervisors & Sales team.
• Plan & forecast to achieve monthly, Quarterly & yearly sales target.
• Ensure to achieve primary and secondary sales targets on monthly basis.
• Ensure DBR & payments to meet the monthly targets.
• Ensure proper coverage of retails universe through monitoring of routes & PJP's of salesmen.
• Ensure to enhance productivity, numeric & weighted distribution and display of all SKUs & Brands.
• Ensure good warehouse practices to provide best product to customers/trade.
• Ensure FIFO management at Distribution end.
-To visit the W/H of concerned regions and generating demands as per the Targets assigned.
-To forward the demand to the concerned department for dispatches.
-To manage for the dispatches with co-ordination with R.Ms, W/H in-charges & Depots.
-To achieve monthly, periodical & annual targets assigned by the Company.
-To maintain FIFO at the W/H, CSDs and Stores level.
-To confirm timely completion of the documents (as per the dispatches) and forwarding them to concerned office.
-Making displays more attractive for customers.
-To ensure the availability of max nos. of SKUs at Regions/Stores/CSD Shops.
-Defining categories for each product and maintaining it.
-Highlighting promotional campaigns & activities on concerned stores & CSD Shops.
-To plan sales volumes and achieve the optimal sales region-wise and to propose brand wise sales targets.
-To take maximum advantage of sales opportunities and weakness of competition in the area.
-To ensure that all the brands of DFL SKU-wise are available and displayed.
-Maximize Shelf Share, availability & visibility in Super Markets.
-To check day to day stock levels at Regional’s W/Hs, CSDs & Stores level.
Managing all the activities and schedules regarding visitors, staff and students at campus.
Design the work/duties to achieve targets in effective & efficient manner.
Arrangement of the monthly staff meeting and preparation of the draft agenda for the same in consultation with the President.
Responsible for the issuance of the office orders and directives.
To assist in advertising and promotional activities.
Matters relating to the appointments of the staff, their welfare, fixation of their salaries and other related matters.
