KEY PERFORMANCE AREAS

· Sales Volumes and Revenue achievement

· New distributors and sub dealers added

· Performance of distributors

· Brand recall in territory

· Timely Delivery of products

· Customer Service feedback

KEY ACTIVITIES & RESPONSIBILITIES

Sales Operations

· Responsible for enhancing secondary sales of distribution products in the designated

distribution geographies

· Hiring and coaching DSEs

· Establishing distribution process with distributors and sub dealers and ensure hygiene

· Plan visits as per CEAT PJP norms for himself and DSEs as per beat classification and

ensure adherence to the same

· Implementation of distribution systems at distributors’ end and ensure regular usage

· Responsible for making market or work related reports

· Ensure regular relationship building with key distributors and sub distributors for the

region.

· Conduct weekly review with DSEs and update the reviews on DMS software

· Conduct monthly planning and review exercises with the distributor and his sales force

to maximize CEAT sales and coverage

· Partner with distributors by resolving their problems / challenges with respect to sales &

marketing of CEAT products.

· Monitor distributor sales performance as per the defined journey plans and targets on a

monthly basis

· Ensure prompt supply on time to channel partners

· Ensure prompt response to all customer related queries and mails

Channel Development

· Responsible for appointment of distributors as per the business requirement

· Support new distributors during their start-up period, including training, sales direction,

and familiarization with CEAT processes and strategies.

· Identification of vacant geographies / markets to ensure coverage through sub dealers

· He has to ensure that distributors earn the desired ROI

Service · Responsible for ensuring proper service delivery through quick redressal of claims · Conduct field inspections and CFA visits as part of the claim management process with adherence to companies policies and processes · Field visits to Distributors, sub dealers, mechanic shops, garages etc to understand product performance and customer issues · Support the RSM in resolving escalation from channel partners Collections · Follow up with CFA / Commercial team to prepare invoice and ensure accuracy of details (for example, product specifications, quantity, payment terms and conditions) Market Intelligence · Monitor market conditions, product innovations, and competitors' products, prices, and sales and provide timely market intelligence reports · Understanding competition presence by meeting competitors’ channel partners · Prepare sales presentations / pitch to potential distributors on product offerings from CEAT Brand Building Initiatives · Implement the BTL plan to increase visibility and to build perception of CEAT products · Responsible for merchandizing · Organize Distributor meets to communicate about the various product offerings from CEAT and gather feedback.

Developmental

· Keep abreast of all product and services provided by the company.

· Keep abreast of new sales techniques and processes.

Education and Experience Required

Education:

Any Graduate / Any PG with relevant work

experience Experience: 2-5 years , preferably FMCG/ Consumer durables industry