KEY RESULT AREAS

ACTIVITIES

MEASUREMENT CRITERIA

Sales Achievement

(30%)

• Ensure achievement of monthly, quarterly and annual sales targets within laid down business terms for all divisions and brands.
• Monitor actual sales and take mid course corrections and inputs to reduce variance against expectations.

• Primary and secondary value sales.
• Market share.
• Sales Growth.
• Target vs achievement.

Territory Business Planning

(20%)

• Identify potential towns & appoint Distributors / Super Distributors in line with business strategy.
• Plan & allocate ISRs basis market potential.
• Design and implement ISR PJP for best optimization of resources.
• Conduct JCM’s for all ISRs and review area performance.

• Distributor / Super distributor appointment against plan.
• Sales per ISR.

Distribution Management

(20%)

• Ensuring quality of market coverage through effective use of ISRs.
• Develop and ensure implementation of Distribution plan across distributor / SD territories.
• Ensure category availability, visibility & freshness (Stock rotation)
• Formulate and ensure implementation of trade & consumer promotion plans.
• Support micro marketing/ customer activation initiatives planned for the area.
• Competition tracking & providing inputs to the ASM.

• Achievement of distribution targets for all brands.
• Implementation of visibility objectives.
• Implementation of customer marketing plans in territory.

Distributor / Super Distributor Management

(15%)

• Educate and train distributors on ANI systems & processes
• Ensure optimal stocking levels and high billing efficiency for all distributors.
• Review distributor financial health & take corrective actions.

• Billing efficiency.
• Sales phasing.
• Distributor cheque bouncing.

People Management  and development

 (5%)

• Facilitate hiring and induction of ISRs.
• ISR motivation and engagement.
• Act as coach and mentor to any new TSE recruit.
• Be the “Train The Trainer” for all development initiative in the branch.

• ISR retention.
• Feedback from new TSE recruits.
• Training evaluation.

Reporting / Administration

(5%)

• Generate and submit daily, weekly and monthly reports as per requirement.
• Ensure regular reporting on technology applications like Blaze etc.

• Timely submission of reports.

Code of conduct and compliance to stat / regulatory norms

(5%)

• Adherence to code of conduct.
• Conformation to all financial and administration systems.
• Compliance to statutory and regulatory norms.

• Regular monitoring of ASM on statutory and regulatory compliance.