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Designation: Area Sales Manager
Location: India West Bengal Kolkata, Birla Paints
Organization: Paints HO
Achieving growth and hitting sales target by successfully managing the sales team designing and implementing sales plan that expands companys customer base and insure its strong presence managing recruitment objective setting coaching and performance monitoring of MDP sale team & to create spaces for all brands within allocated place in order to ensure the growth of the AFS channel &MBO Channel.
MARKET SCENARIO
With multiplicity and proliferation of Retailers and Brand Owners, the demand for Retail Space has seen unprecedented pressure in all markets be it in established high streets. This has led to the multiple challenges of obtaining the right space with the right size at the right cost. Even the MBOS are emphasizing on good deal of commercial to increase their profitability.
Due to entrance of organized retail, small unorganized retailers business is getting deteriorated. With impact to this the dependability for business and revenue generation automatically falled on big retailers and they are now taking undue advantages from the company.
IMPLICATIONS FOR MFL
There is a tremendous pressure on MFL to acquire retail space, as this is the most reliable and growing channel. Business through other channels like multi brand outlets and departmental stores are profitable in the short term.
Due to this the focus on MBO business has been shifted, since no financial expense is required in MBO business and it can equally contribute towards profitably so equal importance to be given to it.
AFS business model is can be a boost so it should be continued in the future in context of business generation.
MFL needs to maintain its discipline while acquiring space in this chaos. Establishing processes in an industry that is largely unorganised is a challenge for the role holder.
The major challenges involve internally and externally in terms of:
Launch of new SIS counter
Shrinkage of MBO business
No penetration in small budget market
Restricted commercials are proving as a hindrance in SIS business
Ensure to maintain a motivated & result oriented team
| KRA (Accountabilities) (Max 1325 Characters) | Supporting Actions (Max 1325 Characters) | |
|---|---|---|
| KRA1 | Increase revenue | Opt for single brand SIS policy Should be proper range for other category like womens wear and kids wear Identify good SIS area in MBO Maintain good PR with all the MBO retailers Network with property consultants & competition Finalize AFS Store space in consultation with branch team as per new policy |
| KRA2 | Operational excellence | Review of sales team should be done on weekly basis Monthly reviews with MDP should be conducted every month Adherence of company sops Skilled man power with a knowledge of retail |
| KRA3 | Merchandise Planning | Learn about the detailed processes of retail Training should be imparted to enhance planning |
| KRA4 | Self Development and Learning and Development of Team Members - Sos and KA Staff | Learn to set KRAs for self and brand staff in consultation with the reporting manager Learn to co-ordinate with team members (internal/external) to create an amicable working atmosphere To analyze and assess periodic reviews of self and brand staff performance and seek feedback from peers and superiors Assess skill-gaps, get coached and ensure adequate training is obtained in line with needs Identify opportunities for learning as a continues process for self development & progression in the right direction |
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