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Job Description
- Req#: R-2024-30732
Mapping & classification of Outlets
Developing Area Coverage Plan (ACP)
Planning & Deployment of Team
Developing Teams’ Beats - ACP as per company’s coverage Norms
On-going Addition & Re-classification of Outlets
Periodic modification of Coverage Plan-ACP as needed
Ensuring proper coverage of RKAM Doors & coordination with concerned.
RDS mapping , New RDS Evaluation , Selection & Onboarding.
Managing stock holding , primary sales & Collection
Ensuring agreed Service Level to the Market
Ensuring agreed investment norms - Stock, Market Credit, AR (Alcon to RDS)
Evaluating and Ensuring RDSs’ profitability
Periodic RDS’s Evaluation & Managing Exit & Replacement, as needed
Coordinating with HR-Sales , Sourcing and Selection & Induction of the front line sales team
Targeting for the Front Line Sales Team & Communication and Alignment
On Job Training - Basis PASSION & M4R
Motivation of the front Line sales team
Monitoring of the performance of the team & Review and Feedback
Ensuring Primary Sales Phasing
Ensure proper targeting at individual SEs & Account-Door level.
Adhere to & Drive Monthly Review Cadence
Periodic Tracking & driving of Secondary Sales KPIs via SEs & taking corrective actions
Enabling team members to Maintain MSS and Increase the Total Number of Lines Sold by volume and value
Wholesale outlet opening & activation
To ensure Diligent use of data recording & tracking tools
Monitoring Visibility of outlets as per planogram
Building Monthly Demand Forecasting basis requirements & Trends
Basis Numeric & Weighted Distribution
Required profile and no. of RDS
Robust delivery and collection Management
Trouble shooting on timely deliveries to RDSs
Creating and Implementing New Product Launches as per company’s business objectives
New product launch Tracking
Creating Distribution Benchmark/Plan and implementation
Developing and implementing Must Stock SKUs/Range Expansion plan
Effectively leveraging Sales Information System
Creating Data based analysis and sales Planning system
Effective implementation & Tracking of Sales Promotion inputs
Evaluating Sales PROMOTION activities as against the Objectives
Tracking Competition
Evaluating impact of various competition activities
Giving system feedback about various competitive activities
Understanding of Channel Sales Fundamentals
Understanding Company’s Coverage Strategy
Market Mapping and Developing Coverage Plan
Industry Knowledge
Understanding of ALCON Sales Call Process
Understanding of Sales Policies, Systems and Procedures
Knowledge of basic Finance & Business Accounting Business Profitability Fundamentals (ROI etc.), and its Application
Understanding of Principles & Processes of Key Account Management
Advanced knowledge of MS-Excel
Understanding and proficient working knowledge of company specific technology & Reporting/Tracking tools
Understanding of various types of Sales Promotions
Graduate
Knowledge of MS Office packages essential
Post Graduate/MBA with specialization in Sales & Marketing
Customer Focus
Persuasive Communication
Drive For Results
Process Orientation
Team Mgmt. /Coaching
Data based Analysis & decision making
Sales Planning for targeted achievement
Alcon looking forward Area Sales Manager -Vision care in Mumbai
Key “Roles & Responsibilities”
Sales Planning & Coverage Management
RDS Management
Team Management
Secondary & Primary Sales MANAGEMENT
Developing Robust S&D Network
New Product Launch Management
Continuous Distribution & Range Expansion
Sales Information System
Sales Promotion Packages/Activities Implementation
Handing Competition
TECHNICAL JOB KNOWLEDGE
TECHNICAL KNOWLEDGE / QUALIFICATIONS REQUIRED
ESSENTIAL –
PREFERRED –
LIKELY / NECESSARY EXPERIENTIAL BACKGROUND
Experience- 5-8 years in consumer-facing industry in Sales in Channel Management with a demonstrable record of having built distribution for brands in Assigned Area with a strong operational focus
PREFERRED – Optical or Related industry
Job Specific
ESSENTIAL –
Eligibility Criteria for Internal Candidates:
1.Current TSM, Sr.TSM, Lead TSM part of the contact lens team qualify to apply.
2.Min. 3 rating the last two cycles
3.Should have completed at least 18 Months in the role as on 1st Oct 2022.
Experience:
5-8 years in consumer-facing industry in Sales in Channel Management with a demonstrable record of having built distribution for brands in Assigned Area with a strong operational focus
PREFERRED – Optical or Related industry
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About the company
Our mission is to provide innovative vision products that enhance quality of life by helping people see better. From vision research to eye health, learn more at Alcon.com.
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