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    Area Sales Manager - Mangaluru, India - Cocoguru Coconut Industries Private Limited

    Cocoguru Coconut Industries Private Limited
    Cocoguru Coconut Industries Private Limited Mangaluru, India

    1 week ago

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    Arts / Entertainment / Publishing
    Description

    Sales Force

    Recruitment


    • Get candidates to apply by seeking referrals


    • Conduct Interviews to thoroughly evaluate the candidates applying


    • Select suitable candidate, set territory and compensation

    Training


    • Training on all aspects of his work


    • Initial field visits with the candidates for on the job training

    Deployment


    • Develop Territory coverage plan


    • Set Daily Journey Plan for the whole month

    Motivation


    • Set goals for each sales officer


    • Set targets in numbers


    • Track performance against target set


    • Improves skills necessary for each sales man


    • Improve productivity by optimising their coverage


    • Solve problems faced by them in the market

    Report and Feedback


    • Track their attendance, sales performance, beat coverage


    • Collect reports from them daily by calling them


    • Give feedback for improvement


    • Report the summary to management everyday

    Appraisal


    • Conduct annual appraisals of all salesmen,


    • Set goals, measure performance, give feedback

    Distributors and Super Stockists

    Appointment


    • Identity locations where distributors are required


    • Search for distributors through references, retailers


    • Evaluate them on coverage, investment, infrastructure and involvement


    • Discuss the proposal thoroughly with them, set terms, territory


    • Appointment them by collecting necessary data

    Training


    • Train the distributor team about company products, pricing, supply terms and order collection


    • Go with them on all routes couple of times to connect distributor and products to retailers

    Primary


    • Define maximum stock level to be maintained by distributor


    • Collect stock levels on a weekly basis from sales men/distributor


    • Insist on salesmen to check physical stock and arrange it neatly


    • Place primary order by co-ordinating with distributor, salesman and super stockist


    • Define and execute regular supply schedule


    • Check and approve for any credit notes, exchanges and returns


    • Ask for payment when Super stockist is not able to get

    Motivation


    • Keep track of sales target, communicate with distributor for achieving it


    • Keep in regular touch with distributor to understand his problems and provide solutions


    • Meet him regularly to build relationship


    • Motivate him to perform better by collecting orders himself, growing business

    Key Outlets


    • Keep in touch with phone and visits with key outlets and influence them to buy and promote our products

    Documentation


    • Develop Spreadsheet formats where required like

    ◦ PJP

    ◦ Target

    ◦ Allowances

    ◦ Distributor supply

    ◦ Salesman and Distributor performance measurement

    ◦ Scheme tracker

    ◦ Sales forecasting


    • Prepare for Sales team meeting

    ◦ Prepare the data of last month

    ◦ Prepare presentation

    ◦ Chair the meeting


    • Outlet Data on Sales Force Automation software

    ◦ Organise outlets into beats and distributors

    ◦ Fill missing information

    ◦ Prune outlet information to have only relevant

    ◦ Create/Delete users, distributors, beats, products, regions as required proactively


    • Plans

    ◦ Sales growth

    ◦ Cost reduction

    ◦ New product development

    ◦ Branding building

    ◦ Process Improvement

    ◦ Team management

    • ◦ Training module
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