Area Business Manager - MBR - Modern Trade

: Area Business Manager - MBR (General Trade)

Function - Sales

Reporting to - RBM - MBR Sales

Job Details

To drive sales and achieve profitability targets of company by managing distributor and dealer network within the assigned geographical region together with delivering high quality service to customers

External Interfaces

• Key customers
• Third Party Service Providers
• External auditors
• Distributors
• RS Sales officers
• DealersInternal Interfaces
• Regional team
• Product and Brand team
• IRSG team
• VM team
• Merchandising team
• Design team
• Support teamsEducation

Post graduate from Tier 1 collage

Knowledge

• Trade experience
• Business acumen
• Analytical ability
• Stakeholder management

Sales: Sales Planning: Business Plan Formulation

1. Provide inputs for the development of Trade strategy within the region and ensure its translation and alignment during its development and execution

2. Provide inputs on all activities effecting the functional P&L like quarterly budgets, annual targets, expansion plan etc. for the regions to the business heads

3. 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

4. Develop and approve manpower optimization strategies for the trade function

Sales: Evaluation and Control: Conducting Business Performance Reviews

1. Monitor the financial performance of the areas against budgets to identify areas of unsatisfactory performance; approve & execute countermeasures and potential performance improvement opportunities periodically

2. Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

Sales: Network Expansion

1. 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

• 2. Approve the ROI projections for the new upcoming stores presented by the network expansion manager
• 3. Identify markets for penetration and monitor the expansion of stores across the region as per the targets and propose countermeasures when required
• 4. Create, propose and seek approval on the annual budgetary requirements for new store profitability and ensure execution compliance
• 5. Propose alternative options in case of deviations in the expansion plans and seek approval from the RBH

6. Development of model stores and RSEBO:

• A. Identify and approve the number of model store and RSEBO conversion annually
• B. Convince identified dealers/ distributors to convert into a model store or RSEBO
• C. Provide required support in setting up a store including property identification, ROI calculation, IT systems installation, Standard operating procedure formulation etc.

Sales: Trade Marketing

• 1. Create and seek approvals on marketing plans and budgets for regions/ stores/ dealers in coordination with ABMs after analysing the markets & competition
• 2. Create and seek approvals on the annual overhead expenses in the region which include VM fixtures, travel expenses etc.
• 3. Design, develop and approve activity for the retail initiatives of model stores & RSEBO with expected ROI calculations
• 4. Design and develop the marketing support to the dealers in terms of VM updation, gift with purchase introduction, promotions etc.

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.

Sales: Trade Operations: Scheme Management

1. Provide inputs to the trade marketing teams to develop nation-wide schemes

2. Design, develop and seek budget approvals on region specific schemes for potential seasonal improvement in sales

3. 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

Sales: Trade Operations: Incentive Management

1. Ensure smooth execution of the annual incentive schemes for the staff designed by the trade operations team

2. Conduct quarterly review to assess the effectiveness of the incentive scheme and propose course corrections accordingly

Sales: Trade Operations: Training and Development

1. Conduct training need identification exercise for all ABMs and coordinate with the HR team to execute trainings

2. Ensure new product introduction training to relevant stakeholders in coordination with the HR team

Sales: Trade Operations: Recruitment & Selection

1. Conduct interviews to support selection for critical positions in the region with coordination from the HR teams

Trade Operations: Field Sales Operations Management: Customer Complaint Resolution

1. Ensure customer complaints resolution in the regions are as per the defined SLA and coordinate with relevant stakeholders for quick resolution of escalated customer issues

2. Provide budgetary approval for resolving critical customer issues

People & Talent Management

• 1. Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.
• 2. Mentor and develop staff using a supportive and collaborative approach.
• 3. Ensure talent pipeline is created by succession planning for the critical positions in the region.
• 4. Set Objectives for Reportees aligned to the organizational /functional.
• 5. Liaise with HR on vacant positions.
• 6. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.