SN | Output | Responsibilities | Functional & Behavioral |
1 | Sales Performance & Revenue Growth | • Manage and drive both primary and secondary sales activities within assigned Area. | Results Driven |
| • Achieve area revenue, volume, and SKU targets across all distributors and channels. | Interpersonal Skills |
| • Collaborate with Sales and Marketing teams to establish and execute sales goals. | Communication |
| • Develop area sales plans and quotas aligned with company objectives. | Negotiation Skills |
| • Conduct weekly and monthly sales performance reviews with distributors and sales teams. | |
| • Monitor route productivity and evaluate individual performance. | |
| • Ensure timely delivery of primary orders and support distributor sell-out activities. | |
| • Build productive relationships with key retailers and wholesalers. | |
2 | Account Management & Business Analysis | • Manage major accounts and key customers under the assigned territory. | Analytical Skills |
| • Build and maintain Route-to-Market (RTM) databases. | Attention to Detail |
| • Monitor KPI measurements including Call Rate, Strike Rate, Success Rate and Coverage. | Business Acumen |
| • Analyze sales performance reports and implement corrective actions. | Results Driven |
| • Conduct market research and competitor analysis. | |
| • Review distributor profitability and monthly P&L reports. | |
| • Ensure distributors maintain sufficient stock levels and proper SKU mix. | |
| • Identify market opportunities and provide business recommendations. | |
3 | Planning & Reporting | • Prepare annual, quarterly, monthly and weekly business plans. | Planning Skills |
| • Prepare monthly collection plans against assigned targets. | Organizational Skills |
| • Develop long-term growth plans for distributors and territories. | Reporting Skills |
| • Prepare weekly market visit plans and reports. | |
| • Monitor market trends and competitor activities. | |
| • Evaluate market opportunities and future growth potential. | |
| • Prepare and review annual budgets for assigned areas. | |
| • Ensure timely and accurate reporting from distributors and sales teams. | |
4 | Administrative Duties & Resource Management | • Conduct weekly and monthly meetings with DSRs and distributor teams. | Attention to Detail |
| • Manage communication platforms including e-mail and Telegram channels. | Organization Skills |
| • Ensure availability and proper utilization of sales resources. | Communication |
| • Monitor downtime and undelivered orders and take corrective actions. | |
| • Review expenses and recommend cost improvement actions. | |
| • Ensure responsible use of company assets including vehicles, computers, and documents. | |
| • Maintain approximately 70% field activities and 30% office/reporting activities. | |
5 | People Management & Team Development | • Continuously coach and develop distributors, DSRs, CSRs, and sales staff. | Coaching Skills |
| • Lead and motivate teams to achieve business objectives. | Leadership Skills |
| • Conduct regular field coaching and performance reviews. | People-Oriented |
| • Provide clear and actionable performance feedback. | Teamwork |
| • Develop strong partnership relationships with distributors. | |
| • Maintain strong collaboration with Sales Coordinators, Marketing, Finance, Supply Chain, and Drivers. | |
| • Build a high-performance and engaged sales culture. | |
6 | Market Development & Customer Management | • Identify and develop new markets and business opportunities. | Customer Focus |
| • Suggest innovative products and sales techniques to improve market performance. | Negotiation Skills |
| • Perform sales activities with major customers and negotiate pricing in consultation with National Sales Manager. | Innovation Skills |
| • Prepare tender documents and participate in tender processes. | |
| • Coordinate promotional activities with Marketing teams. | |
| • Enhance customer satisfaction through service excellence and problem-solving. | |
7 | Food Safety & Compliance | • Ensure Food Safety Management Systems (FSMS) are maintained and respected at all times. | Compliance Awareness |
| • Report FSMS-related issues immediately to concerned departments. | Responsibility |
| • Ensure compliance with company policies and procedures. | Attention to Detail |
| • Perform other duties assigned by management. | |
