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.
• 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.
• 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.
• 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.
• 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.
• Set guidelines for, and develop accurate measurements to track progress, on distribution, shelving, merchandising, and pricing in each outlet, city and geography in total.