Sales Manager

Reporting to:  Vice President

Job Summary

Under the supervision of Vice President leader oversee all sales activities for designated sales group. Responsible for driving sales efforts in order to enhance the business’s position in the market, to solidify the position of the business in the market and important in achieving Company goals and objectives.

Duties & Responsibilities                       

• Monitors sales on the daily basis with respect to achieving assigned monthly / quarterly targets.
• Sales Managers are responsible for the whole outstanding of their group, and monthly update / discussion with the Management regarding recovery of their group.
• Ensure the product wise sale and growth in comparison with current month and last year same month.
• Responsible for generating new purchase orders report in accordance with the last month sales target and inventory in hand.
• Sales Manager takes follow up from the principals regarding new purchase orders and updating the Manager Warehouse.
• Sales Manager has to be well updated of schemes and bonus; in view of this perusing the addition purchase demand to avail opportunity from it.
• Responsible for monitoring the short / near to expiry products and discuss with principals regarding replacement with the fresh stock and inform in written to principal marking CC to Vice President.
• Providing data and sale reports to the principals on the daily / weekly/ month/ annual criteria as per area or product wise with the approval from the Management.
• Updating the IT Department to whom principal reports to be forward on regular basis.
• Responsible for the regular meeting with principals in view of their product sales, low / excess inventory status, product flow, slow moving, dead stock, near expiry stock and  market behavior.
• Prior and timely intimation to the Warehouse regarding the shipment of products from the principals.
• Ensure the presence of all invoices against purchase orders and stock received from the principals before posting by the Claim Department.
• Responsible for consolidating monthly reconciliation of purchase order, inventory as per principal products wise.
• Responsible for the having regular and timely correspondence with the principals and updating the follow up and current status with the Management.
• Ensure timely clearance of principal field staff cheques.
• Conduct regular monthly meeting with the Operational Department along with deliverymen in the presence of Vice President.
• Claim generation, follow up from Claim Department and Warehouse regarding (Expiry, Breakage, Discount, etc)
• Assist / meet requirement of Claim Department for timely execution of claims.
• Ensure the expiry settlement / credit note in the market.
• Ensure the expiry intimation collect and forward to principals on regular bases.
• Finalize complete month working of claims company wise recovery status and share with General Manager Sales.
• Responsible for verifying the orders placed by the SPOs / Area Manager of the principals and forwarding the detail to the concern department.
• Sales Managers will ensure the outstanding of previous orders from SPO / Area Manager are cleared.
• Follow of SPO / Area Manager customers dishonor cheques.
• Sale Manager will stand responsible for dishonor cheques and outstanding payments.
• Ensure special supply delivery orders are carried out as per the agreed plan. Manage special supply evening orders and follow up from the Operations Department to know the status of supply.
• Plan with principal for hand carry orders with respect to supply and recovery.
• Preplanned policies with principal for their hand carry orders and subsequent payment.
• Responsible for preparing monthly principal wise target with the coordination of Field Managers on the basis of last year & last month target, seasonal effects, bonus / special schemes of principals, target given by the principals and growth over last month and year.
• Allocating targets to the Salesman after the approval from Competent Authority.
• Reviews and compare monthly sale achievement with the target allocated and propose strategies for the improvement.
• In case of low sales than given target, discuss in detail with field Manager and Sales Representative for reasons and plan strategy to meet short fall.
• Evaluate daily performance of Salesman by viewing sales reports. Monitor them through u-tracking and other remedial action in case of any deviation.
• Daily check customer coverage reports.
• Coaching and counseling of Market Sale Representative collectively and individually to improve their work efficiency.
• Prepare order of principal as per schedule policy and requirement to replenish stock. Keeping in view number of days and monthly average sales, ensure payments as per defined procedure.
• Before taking the payment approval from Competent Authority, reconcile accounts status of principals from the Claim Department.
• Follow up the payments status from Finance Department on the regular basis.
• In case of new product launched, ensure its proper availability in the market to the best possible. Sale based timely recovery through Market Sale Representative and field Managers and ensure old payments recovery.
• Ensure expiry intimation and documentation of all principal as per agreed policy and procedure.
• Ensure the collection of expired stock / near expiry from the market as per agreed documents, mobilization of near expiry stock and intimating to principals timely.
• Weekly visiting the Warehouse to verifying implementation of Warehouse SOP e.g. (Product Placement, temperature, FIFO wise product movement and etc.)  and good storage practices as per prescribed by the principals.
• Sales Managers are responsible to intimate the Warehouse Manager coming stock timely.
• Verify quantity and batch of stock received before purchase posting.
• Ensure timely dispatch of expired and breakage stock to respective principal with documentation as per company policy.
• Follow up of special supply invoices from Supply Department.
• Daily monitoring of return ratios and asking for reason for abnormal return.
• Actively participate in meeting of Market Sale Representative /deliveryman to discuss field problems, market complains, shortages, encouragement of achievers.
• Discuss with field Manager regarding field performance customer coverage and sale achievements of Market Sale Representative and agreement to a common strategy for improvement. Market feedback and complain discussion with Field Manager.
• Ensure the remedial action of market and recovery complains forwarded by Operation Department.
• Discuss with Field Manager regarding low performing Market Sale Representative.
• Responsible for defining the Company Credit Policy to the principals, ensure proper implementation and monitoring of Company Credit Policy.
• Responsible to keep all confidential matters secret and protect the interest of the Company.
• Any other task assign by Vice President.