Purpose of Job:
Responsible for enabling the Business Units to build core sales capabilities to deliver Growth
Standardised Sales Call (at various levels).
Objection handling
Drive excellence in execution.
Responsible for enabling the Business Units to build core sales capabilities to deliver Growth
- Help develop & deploy ‘Route to Market’ model for each Business Unit – both short term & long term.
- Develop RTM with deep channel, customer & category understanding.
- Regularly identify improvement opportunities in the sales organisations.
- Develop & Deploy the ‘Olam Way of Selling’ across sales organisations.
Standardised Sales Call (at various levels).
Objection handling
Drive excellence in execution.
- Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity Measures (Direct Coverage, Effective Coverage, Productivity, Lines Sold…)
- Reporting Systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims.
- Dealer Management: Briefing, Order Management, Stock Management, Credit Management., ROI calculations
- KPI formulation & tracking.
- Geo Mapping…
- Route Optimisations.
- Devise appropriate checks and balances in the process & reporting formats.
- Develop and implement sales and distribution metrics.
- Develop and implement sales and distribution metrics.
- Drive efficiency and productivity of our Sales force and Redistribution assets
- Work on Sales Automation in the medium to long term.
- Drive Training and Capability Building for the Sales Force (including Merchandisers):
- Identify capability needs of the sales organisation in terms of skills and competencies based on the business & sales strategies.
- Develop training modules for various levels of sales teams.
- Either in-house or with external help
- Innovative Methods: Role Plays; Videos…
- Adapted to local cultures.
- New members to be inducted with focus on product & functional knowledge.
- Provide coaching, guidance and work out professional development plans to help the sales force reach their full potential & create a world class sales force.
- Lead and develop process of field force incentive systems & recognition programmes.
- Help in developing Trade Marketing Plans. Lead with ideas for different categories.
- Independently access quality of service to customers. Work with Business Heads & Sales Managers to improve the same. Help in formulating terms of trade principles, policies & guidelines.