[ A HANDBOOK ON FMCG SALES ] Job Description Table.2.4.B S. No Functional area Tasks 1 Market Working To ensure availability of all SKUs in the market Plan Proper Merchandising and Visibility Identify & solve the problems in the market Plan Increase in Productive Outlets per beat Building relationship with Key Outlets Wholesale Management Strategy 2 Sales Planning & Distribution Enhancement / Excellence 3 Distributor Management Plan Targets scientifically & Plan to achieve them through various Sources of Distribution Growth Cost Control - Ensure that the operative costs are managed and there is no wastage or over expenditure. Ensure excellent relationship with the Distributors/SDs Increase the “effectiveness of relationship” with the Distributor 4 Team Management Ensure there are no vacancies in your area Proper Induction of the New Joinees Supervision of employees and their functioning Employee Motivation 5 CFA/SD 6 Market Intelligence 7 MIS & Reporting Stock inventory management Getting involvement of the CFAs/SDs Setting service standards and implementation of standards Damaged & Expired Stocks management Understanding the needs of the Market & Opportunities Ensure that the required MIS Reports are received and sent regularly 13
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