Provide inputs for the development of Trade strategy within the region and ensure its translation and alignment during its development and execution
Provide inputs on all activities effecting the functional P and L like quarterly budgets, annual targets, expansion plan etc. for the regions to the business heads
Develop and jointly agree on the annual business targets of the respective regions based on the sales targets driven by the corporate, market analysis on potential sales for the next year, new model stores expansion, inputs from ABMs and develop state wise/ brand-wise/ variant-wise/ targets
Develop and approve manpower optimization strategies for the trade function Annual business plan Year on Year business growth
Sales: Evaluation and Control: Conducting Business Performance Reviews
Monitor the financial performance of the areas against budgets to identify areas of unsatisfactory performance; approve & execute countermeasures and potential performance improvement opportunities periodically
Develop and implement reporting and review mechanisms to track Business performance review calendar Percentage of deviation from target achievement
operational performance and ensure course correction and corrective action, as appropriate.
Sales: Network Expansion
Provide approval on the annual plan proposed by the ABM on dealer/ distributor expansion in new regions and renovation of existing store based on the annual targets set by the business
Approve the ROI projections for the new upcoming stores presented by the network expansion manager
Identify markets for penetration and monitor the expansion of stores across the region as per the targets and propose countermeasures when required
Create, propose and seek approval on the annual budgetary requirements for new store profitability and ensure execution compliance
Propose alternative options in case of deviations in the expansion plans and seek approval from the RBH
Development of model stores and RSEBO
Identify and approve the number of model store and RSEBO conversion annually
Convince identified dealers/ distributors to convert into a model store or RSEBO
Provide required support in setting up a store including property identification, ROI calculation, IT systems installation, Standard operating procedure formulation etc.
Expansion schedule
Percentage of market penetration
Customer satisfaction score
Increase in sales
Sales: Trade Marketing
Create and seek approvals on marketing plans and budgets for regions/ stores/ dealers in coordination with ABMs after analysing the markets & competition
Create and seek approvals on the annual overhead expenses in the region which include VM fixtures, travel expenses etc.
Design, develop and approve activity for the retail initiatives of model stores & RSEBO with expected ROI calculations
Design and develop the marketing support to the dealers in terms of VM updating, gift with purchase introduction, promotions etc.
Annual marketing calendar
Increase in sales
Increase in customer satisfaction scores
Trade operations: Field Sales Operations Management: Field Operations and Financial Planning
Provide exceptional approvals on interventions targeted towards improving concerned stores, dealers, distributors or areas which would include marketing support, stock realignment, local BTL activities etc.
Operations management policy
Adherence to timelines
Sales: Trade Operations: Scheme Management
Provide inputs to the trade marketing teams to develop nation-wide schemes
Design, develop and seek budget approvals on region specific schemes for potential seasonal improvement in sales
Design, develop, approve and roll-out regional schemes during an active national scheme within the defined budgets with approval from the Regional Business Head to maximize sales
Scheme roll out Adherence to timelines
Sales: Trade Operations: Incentive Management
Ensure smooth execution of the annual incentive schemes for the staff designed by the trade operations team
Conduct quarterly review to assess the effectiveness of the incentive scheme and propose course corrections accordingly
Incentive scheme management
Number of cases of non-compliance
Sales: Trade Operations: Training and Development
Conduct training need identification exercise for all ABMs and coordinate with the HR team to execute trainings
Ensure new product introduction training to relevant stakeholders in coordination with the HR team
Annual training calendar
Effectiveness of training
Increase in sales
Sales: Trade Operations: Recruitment and Selection
Conduct interviews to support selection for critical positions in the region with coordination from the HR teams
Recruitment policy
Quality of new hires
Trade Operations: Field Sales Operations Management: Customer Complaint Resolution
Ensure customer complaints resolution in the regions are as per the defined SLA and coordinate with relevant stakeholders for quick resolution of escalated customer issue
Provide budgetary approval for resolving critical customer issues
Complaint resolution policy
Customer satisfaction scores
People and Talent Management Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.
Mentor and develop staff using a supportive and collaborative approach.
Ensure talent pipeline is created by succession planning for the critical positions in the region.
Set Objectives for Repartees aligned to the organizational /functional.
Liaise with HR on vacant positions.
Conduct recruitment interviews for key positions in the region
Monitor the implementation of the Sales Training Program for the region.
