Assistant Manager

Godfrey Phillips India Ltd.; India; On-site; INR 800,000 - 1,100,000; Full time

Job summary

Godfrey Phillips India Ltd. is seeking a Sales & Distribution Manager to oversee secondary sales planning, SKU-wise allocation, and route optimization, leveraging MIS for performance tracking. The role drives stock availability, compliance with norms, and market intelligence gathering.

The incumbent will manage WD alignment, visibility planning, new product launches support, and data-driven forecasting. Recruitment, training, and coaching of Sales Executives and Team Leaders are core

Qualifications

• MBA in Marketing/Sales.
• 2-5 years of experience in Sales & Distribution, preferably in Tobacco/FMCG.

Responsibilities

• Analyze annual secondary sales targets and plan achievement by SKU and route allocation.
• Monitor daily/weekly performance, route plans, and stock levels via MIS reports.
• Set and review input/output metrics to ensure target delivery by sales teams.
• Ensure stock carrying, availability, and freshness norms are followed by sales staff.
• Coordinate beat plan improvisations with ASM approval; train sales staff on best practices.
• Gather market intelligence and share with seniors; use it to improve business performance.

Skills

Sales leadership

Team coaching

Route planning

Data analysis

Forecasting

Education

MBA in Marketing/Sales

Tools

MIS system

SFA/ADES

Job description

Key Role & Responsibilities

Sales and Target Achievement

• Analyze the annual secondary sales target received from branch and plan its achievement by SKU & allocation among the WD / Routes, Team leaders & Sales executives by volume and by value.
• Monitor the Daily / weekly performance, route plans, stock levels of the sales executives through the MIS system reports
• Set and review the input and output metrics for the sales executives to ensure target delivery
• Ensure that the salesmen and the team leaders follow the stock carrying, availability and freshness norms.
• Plan improvisations in the beat plan based on reactive inputs from the market and ensure approval from ASM
• Conduct on the job trainings of best practices of sales executives / team leaders as recommended by RSDM for better sales execution
• Gather Market Information & business Intelligence. Promptly share it with the seniors and use the information appropriately for better business performance
• Compliance to COTPA and management of regulatory environment in consultation with ASM and Sales Manager

WD(Distributor) Management

• Monitor Stocks physically & ensure required DASH level across SKUs. Immediately escalation to ASMs in case of low inventory
• Ensure timely communication to WDs regarding inputs including trade and consumer schemes
• Monitor & control sales expenses and ensure they fall within the stipulated sales budget for the zone
• Ensure that the W/D is aware and following the norms as per the WD performance Management system

Data Analysis & Reporting

• Ensure Desired Data Accuracy Levels, timely completion of surveys and smooth operations of SFA / ADES
• Effectively use of SFA/ADES data to monitor and improve performance across SKUs
• Provide feedback to ASMs/SM's to assist them in sales forecasting for the region
• Assess market brand AVF through reports received from sales executives
• All reports like the town reports to be sent to all concerned as per norms

Visibility Management

• Responsible for merchandising rental payments
• Selection and negotiation of visibility outlets
• Visibility Norms / inputs for Non permanent / unpaid visibility) merchandising

New Product Launches

• Planning and resource allocation for Launch
• Communication & training specific to Launch
• Quality execution of activities as planned
• Timely reporting of progress and exceptional reporting
• Timely census, if required

Supply Chain Management

• Follows the prescribed despatch system & engage with ASM to plan dispatches and forecast demands to ensure adequate stock cover across categories
• Analysis of data and co-ordinate with secondary sales team to accurately forecast the weekly demand

Recruitment, Training & Coaching of Sales Executives & Team Leaders

• Ensure timely recruitment of SE, Relievers & TL's to avoid respective man day losses
• Develop an encouraging and rewarding working environment to maintain high morale amongst the secondary sales team
• Provide on the job training and feedback to all Team leaders (at least once a month) & Sales executives (at least once a quarter) to develop their sales capabilities, with the focus on developing the weaker team members
• Help TLs and Sales executives in understanding & utilizing the KPI's for Market Development
• Conduct Route Checks in the market as per norms with TL's & Salesmen to understand and resolve market issues besides helping team members to improve Input & Output deliverables

Qualifications & Experiences

• MBA in Marketing/Sales.
• 2- 5 Years of experience of Sales & Distribution Management, preferably in Tobacco/ FMCG industry

AGE

• Maximum age limit is 30 Years