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    Job Description Staff - FMEG

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    pankaj1999pk.rot

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Job Description Staff - FMEG

    Uploaded by

    pankaj1999pk.rot
    1 views3 pages

    Copyright

    © © All Rights Reserved

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    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    1 views3 pages

    Job Description Staff - FMEG

    Uploaded by

    pankaj1999pk.rot

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 3

    Document ID: HR-TA/F/02

    JOB DESCRIPTION
    Rev. No.: 05 Issued Date : 16/03/2019

    Employee Type (Employee/FTC) Employee

    Designation Asst. Manager/Dy Manager

    Department Sales

    Parent Department Sales

    Role (TSI/Head/RM/AM etc) TSI

    Location

    Zone

    Cost Center

    Product Group

    Line Manager (Employee Code & Name)


    Functional Manager (Employee Code &
    Name)
    Date

    HR SPOC

    1. JOB PURPOSE
    (Briefly describe the general purpose of the position or its significance from the organization’s point of view and how it
    contributes to the overall mission/objective of the organization).

    To develop assigned territory market with emphasis on improving the secondary sales volume / value annually from that cluster. Coordinate
    with existing channel partners or appoint new dealers / distributors for fulfillment of requirements to the end-customers

    2. BUSINESS VERTICAL
    (FMEG – FAST MOVING ELECTRICAL GOODS).

    Supply of Fans, Switches, Switchgear, Conduits & Accessories for the below listed segments.

    • Residential - Living spaces designed for private occupation, including houses, apartments, and condominiums.
    • Commercial - Spaces intended for business activities, such as offices, retail stores, and restaurants. Examples: Office buildings,
    shopping malls, and restaurants.
    • Software Parks - Specialized areas dedicated to housing technology companies, promoting innovation and collaboration.
    • Educational - Facilities designed for learning, including schools, universities, and training centers. Examples: Universities, high
    schools, and vocational training institutes.
    • Warehouses - Storage facilities for goods and materials, supporting distribution and logistics. Examples: Distribution centers,
    logistics warehouses, and manufacturing storage facilities.

    1
    Document ID: HR-TA/F/02
    JOB DESCRIPTION
    Rev. No.: 05 Issued Date : 16/03/2019

    3. ORGANIZATIONAL CHART
    (Please complete the organization chart below using only the generic (e.g. VP) and descriptive (e.g. Finance) job titles).

    TSI → VH → BH → RSM →BU Head

    TSI – Territory Sales Incharge


    VH – Vertical Head
    BH – Branch Head
    RSM – Regional Sales Manager
    BU – Business Unit

    4. JOB RESPONSIBILITY
    a. Primary Responsibility (Critical to the function – Must be done)
    Sales planning and management
    1. Achievement of secondary sales revenue in the assigned cluster
    2. Ensure complete market mapping, customer database in the assigned territory as per target
    3. Ensure customer centricity and control over demand generation through adequate and direct end-customer coverage
    4. Ensure adequate coverage of accounts across the market in the assigned territory as per the targets
    Channel and account management
    1. Owns the Go-To-Market strategy developed by the organization and ensure 100% implementation
    2. Improve brand presence in the assigned vertical
    3. Responsible for new account development and / or increasing share of wallet in existing accounts
    4. Appointment of channel partners in markets without direct presence and whitespaces
    5. Ensure healthy ROI and minimum earnings for the channel partners
    6. Consistent monthly billing of all channel partners and timely collection of all outstanding sales

    b. Secondary Responsibility(Other areas of responsibilities like follow ups, being backup for team members, other
    activities
    Stakeholder management
    1. Negotiate orders and seek support from the management for important pricing matters
    2. Coordinate with various functions in the company to ensure customer requests are handled up appropriately
    3. Ensure compliance on key input and output metrics (e.g., market working norms, primary and secondary metrics)
    4. Conduct promotional activities like dealer get together, contractors get together, factory visits if required

    5. ACCOUNTIBILITY & AUTHORITY

    1. Secondary sales achievement / growth vs. target


    2. Market expansion vs. target (both distribution and account expansion)
    3. Coverage and productivity (visits per day, #customers per month)
    4. End-customer landscape (% accounts with sales >1Cr. / % accounts covered)
    5. # New customer accounts added per month
    6. Distribution health (growth in average DB size, Attrition)

    6. COMPETENCIES - SKILLS AND KNOWLEDGE

    (State the minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of
    this job and not the incumbent).

    a. Educational Qualifications and Experience

    2
    Document ID: HR-TA/F/02
    JOB DESCRIPTION
    Rev. No.: 05 Issued Date : 16/03/2019

    BE / B. Tech or Diploma in Electrical / Graduate

    b. Functional Skills
    1. Customer relationship
    2. Communication and collaborative Skills
    3. Distributor Management
    4. Financial acumen & Analytical Skills
    5. Understanding of trade/channel sales and distribution
    6. Sales Operations
    7. Negotiation skills
    8. Technology adoption (CRM and SFDC)
    9. Presentation skills
    Do not take a print of the Annexure -1 table in case the form is shared via email with the HR team.

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