The FSM is responsible to track results in all the following areas:

Distributor’s performance in all sales fundamentals;

Analysis on growth potentials and customer profitability;

Analysis of promotional effectiveness;

Long and midterm business planning on a Distributor/Cell level.

3.

Propose and get agreement for the long term Strategy on his/Distributor specific level. Lead and

align the Distributors towards strategies.

4. Align with Regional Sales Manager /other departments (Marketing) on overall sales strategy. Link

the specific Cell distribution strategy to the overall off premise strategy and define synergies with

other customers/channels. Provide the necessary customer/area information as a basis for overall

business planning and strategic decisions. Align with trade marketing and on premise in order to

ensure sales strategies are executed correctly.

5. Prepare and implement plans to sell volume to/from distributors, sub distributors and retail outlets

to achieve sales and distribution targets, as agreed per distribution channel, in the defined

geographical area.

6.

Ensure all potential outlets within a specific geography are covered by distributors’ sales force

each month as per agreed sales plan. Oversee distributor’s coverage expansion to improve

distribution within the defined channels and accounts.

7.

Implement sales incentive programs for distributors’ sales forces and local trade promotions in

order to achieve sales and distribution targets, as agreed per distribution channel, in the defined

geographical area.

8. Set guidelines for, and develop accurate measurements to track progress, on distribution, shelving,

merchandising, and pricing in each outlet, city and geography in total.

9. Ensure that Distributor’s merchandising team operates efficiently and economically in order to

improve in-store brand/size distribution, shelf positioning, merchandising impact and strategic

pricing accuracy.

10. Set and measure objectives for his direct/indirect subordinates and assess performance monthly.

11. Responsible for the training, motivation and skill development & Distribution Partner’s

merchandising personnel.

12. Responsible for Warehouse (Inventory), Claim Management of DP and Effective implementation

and usage of Automation.

13. Training and Managing of DPMs, Front Line Strikers and DPs as per guiding norms and

regulations to deliver Best in Class service, driving team motivations and development.