Manages territory sales growth, revenue, forecasting, inventory availability, distributor and retail channel relationships, trade schemes, market audits, compliance coordination, and outlet engagement. Leads DSMs and SEs, monitors performance, addresses underperformance, supports customer visits, and uses market intelligence and sales reporting to improve execution and market share.
BAND 5A
KEY RESPONSIBILITIES
Business Growth
- Achieve sales volume and revenue targets as decided for the territory
- Execute trade schemes in line with allocated budget of A&D
- Negotiating and closing monthly sales volume and schemes based on market trends, stock assessments, and historical data
Sales Planning & Inventory Management
- Implement accurate sales forecasting, and quota planning at a customer level basis RTM’
- Ensure optimal stock availability at mapped outlets and depots
Channel and Distributor Management
- Drive the distribution KPIs across the territory
- Responsible for performance of third party manpower
- Strengthen the relationship with channel partners (Retail and Wholesale)
- Timely processing of retail trade schemes. Responsible for KYC
- Ensuring timely delivery of orders placed to avoid stock-out situation for end consumer
- Conduct shop audits to assess stock movement, brand availability, and consumption patterns
Retail Engagement
- Ensure periodic coverage of all mapped outlets
- Responsible for PJP Planning and adherence for self and third party team4
- Implement CSM engagement activities
- Ensure optimal product placement and visibility of PRI portfolio (both organic and hired)
- Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis
Market Intelligence & Performance Monitoring
- Regularly conduct retail outlet audits to study market share movements and track market share
- Prepare and present weekly reports on sales performance, key issues, and consumer insights
- Use customer feedback and market data to re-strategize selling and promotional initiatives.
Regulatory & Compliance
- Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance in markets where we do not have a cluster head
- Support in brand registrations, excise liasioning in markets where we do not have a cluster head
Team Leadership
- Lead and motivate DSMs/SEs to build a high-performing sales team.
- Work closely with DSMs/ SEs to address performance gaps in underperforming districts/retailers
- Joint visit along with DSMs/ SEs to customers to ensure adequate support
INTERACTIONS
INTERNALLY:
- Cluster Head
- Commercial Finance
- Territory & NPD Activation Manager
- Region Head
EXTERNALLY:
- Customers
- Distributor/ Channel Partners
- Consumers
Job Posting End Date:
2026-09-25Target Hire Date:
2026-08-24Target End Date:
Pernod Ricard Mumbai, Maharashtra, IND Office
Mumbai, India
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