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Primary Purpose of Role:
The primary purpose of this role is to drive Sales Capability to ensure superior Execution, Data Analysis & Insights across the markets in the Region to exceed Region Business goals. Drive the usage of CHEERS to Track & Record In Store Execution; and do the regular Data Analysis to Navigate the Sales Team to exceed business objectives.
Key Accountabilities & Responsibilities
1 Ensure Impeccable In-Store execution of all Key Sales Drivers …and of all Region Priorities as may come from time to time
2 Regular Market work with DSE – SE – ASMs to do On-Job Training to Sales Team; to check & drive In-Store Execution and to capture market intelligence & insights
3 Ensure 100% of the Regional Sales Team is Using CHEERS on 100% of the Days
4 Be the CHEERS spoc for the Region. Use the CHEERS Portal to a. Feed-In CHEERS Messages, Memos, Tasks etc b. Take Out CHEERS Reports and Circulate as needed c. Be the spoc in the Region to coordinate with Ivy, Vodafone, Samsung, and CIPL HO Sales Development
Key Tasks:
a. To Monitor the CHEERS Usage Daily
b. Follow-Up with the Non-Users and Coach / Train / Drive CHEERS Usage
c. Travel and Work with FPRs to see that they are using CHEERS in the Right way.
d. Work on the CHEERS Reports to ensure Report Accuracy
e. Conduct In-Store Execution Audits using CHEERS, 16 days (4 X 4) per Month
f. Validate the FPRs data by the Audit
g. Insist & Instil the Culture of “Right Reporting” in the Region
h. Analyse CHEERS Data & Other Sales KPI Data and make meaningful insights for the Region to Navigate the team on business Opportunities
i. Work out Capability Gaps in the Regional Sales Team basis Assessment Tools, and in consultation with Regional Head & State Heads.
j. Prepare & Conduct Training Programs for the Regional Sales Teams from time-to-time to plug-in these gaps.
Qualifications and Experience:
Graduate / Post-Graduate
Skill Sets & Traits:
• Strong Communication & Presentation Skills – Written & Verbal • Strong Excel skills & Tech Savvy in general • Data Analysis & Interpretation • Coaching & Driving the Team • Ability to work Unsupervised • Self Motivator, Self Starter • Joy at Curving out a new path • Can Travel Extensively within the Region
Experience: 8+ Years • Min. 3 years as ASM or working as State Head at CIPL • Currently Handling Regional Capability in an FMCG Organisation (Preferable) • Experience of Driving the usage of a Sales Force Mobile Application in a Region; is an Additional Advantage.
