Deliver topline business growth in assigned territory.
· Actively take part in trade marketing activities
· Assist GTM Manager SSO in providing demand forecast for regional segment sales plans in line with the business IBP processes
· Develop and execute sales plans to utilize sales opportunities and work with relevant functions to define proper actions
· Monitor market/competitor movement for timely reactions
· Take timely action on gaps/shortfalls, build cases for approvals
· Lead team to deliver on plan revenue, volume, mix, channel and CM% for SSO GTM and the overall segment’s profitability related targets in assigned territory
· Execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace in assigned territory
· Manage OPEX within approved budget
Distributors point visit & Review
Observe and discuss the following with the Distributor proprietor / Manager along with the ASM or TO and MDO
Meet all Distributor at least once in two months.
All discussion to be based on the Distributor Business plan sheet only
· Implement the deployment of Supply Replenishment in DERP and regularly monitor stock norms with support from ISC to ensure Sell- in to the distributor
· Check Distributors infrastructure – warehouse space utilisation, stacking norms and hygiene, delivery vehicles, manpower fill rate – as defined in the Business plan
· Agree and record plans for balance- to- go
· Plan change in distributor and drive migration in the event of a distributor not meeting norms/breaking contractual norms laid out in the SOP and contract
· Review offtake vs. sell- in programmes – painter offtake, Medium and Small projects contribution, shop assistant programmes, In- Store etc.
· Assess performance vs. planned ROI – identify gaps and agree action plan – inventory, market credit, resource deployment etc.
· Assess capability of distributor, distributor manager, ASM/TO and DSR
· Review distributor on agreed business plan – assess commitment to business plan, review and record distribution expansion/mix/retention/ number of SSO invoiced every month/operations/service levels/credit to market vs. ROI assumptions
· Develop annual sales plans for distributors supporting business growth mandate
· Document and send Minutes of the meeting
Distributor territory visit
Check and reconfirm on the Distributor ways of working.
Things to be observed:
· Beat adherence of DSRs and TOs market visit
· SLAs – Material delivery/credit terms
· Meet core segmented SSOs to address issues if any and ensure growth
· Discounts/Rebates/Promotions understanding and adherence to/proper deployment of agreed discounts/rebates/promotions
· Commercial – clarity and transparency of accounts to customers
Capability building of team
Improve capability of team members basis market and Distributor point visit
· Understanding the critical elements of the Business plan sheet
· Enablers to drive ROI
· Product/POST training if need arises
TO/DSR
· Mock calls on POST and new SSO appointment
· Preparing a smart and realistic plan basis the DSRs beat plan status (addressing growing, declining, unproductive etc.)
· Complaint management
· Product/POST training if needed
Retailer Profitability, Discounts/ Rebates/ Promotions management
Deploy discounts/rebates/promotions through distributor to ensure defined and stable retailer profitability for top 12 to 14 SKUs assessed via MOP tracking
· Ensure desired level of participation in loyalty building promotions like incentive trips in the distributor territories
· Ensure deployment of discounts and rebates as per defined policy to reduce gaps between Large, Medium and Small SSOs
· Ensure deployment of discounts and rebates to ensure profit per can is stable for identified SKUs which are on MOP tracker with inputs to GTM Head SSO and Manager Rebates and Promotions on estimated net landed and key competitors in relevant geography
Process adherence and usage of defines tools
Ensure adherence to defined processes by distributor, distributor teams and teams ASM/TO (as applicable) and drive usage of all mandated tools:
· CRM usage – CRM Retail by DSR and TO, CRM Pro by MDO and Painter Rep for Medium and Small projects and painter engagement and CRM Case Management by all
· HSES norms
· Painter engagement and loyalty programmes defined
· Daily, weekly, monthly review routines
· DERP deployment and usage
Use provided MIS reports to ensure proper understanding and insights of the distributor territories performance on sell- in, sell- out and offtake to be able to review, monitor and take corrective actions to ensure business plan delivery
Lead team to conduct annual Retail Landscape
Offtake management
Work closely with Area Offtake Manager & offtake team to ensure defined productivity of each member by measures result and regular review and monitoring:
· Market and Painter understanding
· Understand painter segmentation and Painter DVP to drive effective brand consideration and conversion.
· Measure and evaluate the productivity and result of offtake team
· Understand offtake strategic plan and develop annual activities plan to their region
· Discuss with offtake team to understand the issues and support them to achieve the objective and deliver business target
· Monitor and measure effectiveness of program constantly
· Link offtake with Sell- out to lead sell- in
· Cooperate with Marketing to build the tactical program and provide the training to improve their skills.
Productivity of Assets
Ensure defined productivity measures of assets through understanding of the measures and regular review and monitoring:
· POST equipment
· In- Store Eden deployments and periodic refresh
