Sales Operations Manager

Position: Manager -Distribution and Sales Development.

Location : Mumbai

A) Distributor Management

1. Distributor Appointment-distributor appointment can be based on certain logics like GAP town, Area bifurcation or replacement of existing one on the ground of poor performance or poor paying capacity. We should plan our road map about appointments on above logics and same needs to be followed down the line.

2. Distributors Inventory Management-Distributor must maintain 45 days stock of top 80% selling SKUs at his godown.Distributors not doing so are doing business with company fund and we must take corrective action.

3. Distributors servicing to the market

4. Secondary sales

5. Primary Sales

6. Adherence to company's policy-A distributor has to adhere to the company policies, whether it is credit policy, Inventory management, bucket plan or giving timley balance confirmation etc. This is not a easy exercise but our regular follow up, timely reminders can help us in achieving our objectives. we need to encourage them for doing so.

B) Distribution Management

1. Distributor Profiling

2. Urban Approach/ Rural Approach

C) DRCP Management

1. Defining Class Outlet- identify potential customer base in the market in which they opera

2. Potential Mapping of outlet- Potential mapping of outlet is required to understand our market share as well as our counter share at the outlet. Based on potential we can define our strategy at the outlet or in the market

3. Outlet to be added from Non DRCP- There are many outlets which are being directly served by Distributor. Keeping DMS in mind we should also add these outlets in DRCP with different beat name.

D) Manpower Efficacy

1. Beat Compliance

2. Call Analysis

3. Sales Benchmark of SO

4. Capability Building

5. Product knowledge

E) Sales Strategy

Interested candidates can share their resume on or can call on +11820111+.

Regards,

Dharmishta Panchal

HR Department

Astral Adhesives