The Regional/Channel Manager will be working in a dynamic business environment; he/she will be responsible for ensuring the expected sales revenue of the given region/operators and to ensure the distributors/operators are generating the appropriate profit margin as per the promise.
Negotiating with operators / F&B on the brands / solutions and consistently ensuring OTIF customer service, launches and re-launches done as per the selling story and the appropriate operators is a key accountability of this position.
1. Accurate & effective territory demarcation
- Distance
- Turnover Vs resources
- Customer base
- Service (Coverage)
- Potential to grow
2. Ensuring the distribution network
- Identifying and appointing of distributor
- Infrastructure and resources for mutual business growth
- Due diligence
3. Effective coverage planning and service levels
- Sub channel wise service levels
- Maximum direct reach
- Indirect through direct
4. Resources deployment / development
- Identify and deploying of the right resources
- Training and development
5. Administration and documentation
- Reports and records
- Data
6. Field capability building
- Field Coaching and development
- In house training
7. Business target setting
- Revenue targets
- Volume targets
- Coverage and productivity targets
- SKU and Mix targets etc
8. Tracking and monitoring
- FCS monitoring
- Channel and customer marketing activities
- Promo budget utilization and effectiveness
- Launch / Relaunch implementation
- Allocations and budgets
9. New customer creation approval
10. Damage / returns approval
11. Ensuring Cold Chain Compliance
12. Ensuring controls & financial hygiene: Total Regions (collective BP/Operators) check on system hygiene and BP health to be tracked
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