Job Overview :
The incumbent will be accountable for effectively managing cum achieving the territorial targets through Retailing and order taking. He /She would also be responsible for new client prospecting, qualifying, increasing distribution width and depth through route selling in his area of jurisdiction. In addition, planning and marketing activities in the territory including below the line activities.
PART II
BROAD FUNCTIONS :
• Route to market
• Distribution management
• Territory management
• Sales management
• Selling aids management
• Merchandising
• Customer management
• Effective communication
PART III
1. Route to market:
i. To recruit all trading outlets in the territory are of jurisdiction.
ii. To classify the outlets into their convenient type as e.g., kiosk. small duka, large duka, wholesaler, supermarket, convenience store etc.
2. Distribution management :
i. Understand the profile of a good customer.
ii. Ensure that the distributor maintains proper records.
iii. Use distributor records to analyze and understand territory performance. iv. Train and develop distributors and bicycle sales representatives.
3. Territory management:
i. Know geographical area of distributor coverage.
ii. Understand the socio-economic conditions.
iii. Plan and implement territorial itinerary with guidance from the sales manager. iv. Maximize sales potential.
i. Understand and appreciate sales target and ensure continuous achievement. ii. Ensure proper use of wholesales infrastructure and resources to deliver sales. iii. Breakdown sales into customer classifications.
5. Selling aids management:
i. Ensure that selling aids material is properly utilized for intended purpose. ii. Account as may be required for any selling aids.
6. Merchandising :
i. Understand and implement merchandising concept.
ii. Customer management.
iii. Understand and appreciate big and small customers.
iv. Use of commercial arguments when dealing with customers.
v. Ability to handle objections and complaints.
7. Effective communication: