Should manage a team of 10-12 Sales Executives and Marketing Executives
Should have team handling experience preferably from Lubricant industry itself
Achieve month-wise sales objectives in the area– Overall Volume Target, Range Selling Target , reach and depth of Distribution target.
Identify clusters, customers, influencers and monitor competitive activities in the market place and assess their impact on business.
Plan and execute town wise coverage basis the number of outlets and business potential.
Evaluate & modify the same at regular intervals keeping in mind the business growth, outlet expansion, and required coverage frequency & cost effectiveness
Set monthly / annual targets for DBs (Distribution Boards/Base) (Urban) & SEs(Sales Executives) & communicate them effectively
Explain schemes to Distributors and ensuring timely disbursement
Review performance of DBs & evaluate at regular intervals the services rendered, coverage and distribution gains, and financial status of the distributor
Ensure that all Castrol systems, procedures and HSSE requirements are met
Support the ASM in developing a detailed plan for acquiring Dealers & Individual Garage/Shop Owners
Accountable for relationship management for all customers in the assigned territory
Resolving customer issues on a day to day basis
Responsible for managing SR Calls, Productivity, Throughput (CPT) – end to end
Support the ASM in forecasting requirements of SEs- basis growth/ geographical areas and ensure timely recruitment in accordance with the company policy and maintain full strength of SEs at all times in the area
Providing effective On The Job Coaching to SE/ME as required, particularly in call procedure execution (through accompanying SEs on beats)
Timely feedback & help FM to analysis SE/ ME performance & RAG
Implement the specific training program suggested by trainer / FM for on the job training to SE/ME

Back Office Executive

Job description