ACCOUNT MANAGEMENT

Develops business relationships with customers in the assigned territory through regular touchpoints, day-to- day negotiations and business reviews. Secures orders from customers in assigned territory and ensures that Pro-forma Invoices are prepared and submitted on time. Ensures that A/R of the territory is clean and without any short-payment or any other issues. Assists the ESM in preparing sales forecasts via S&OP process and manage inventories.

Provides recommendations on potential changes upon identifying distribution inefficiencies.

 

EXPORT MARKET DEVELOPMENT

Provides data on competitor movements (offtake, prices, promotions, and programs). Suggests ways to improve product positioning in the handled territory – this includes product formulation improvements, packaging changes, pricing, and other elements. This requires close coordination with the Export Product Manager. Understands the territorial landscape and assists the ESM in developing recommendations to Management to resolve issues and/or pursue opportunities. Understands the region’s latest regulation policies and provides feedback to Export Product Manager for resolution. Recommends new markets and channels as sources of business growth. Identify opportunities and projects for Long Range Plan (LRP).

 

SALES AND DISTRIBUTION MANAGEMENT

Develops customer specific/territory specific programs that can help achieve sales targets. Ensures that programs are executed effectively and secures implementation reports from accounts. Assists the ESM in executing trade programs intended for the territory. This includes executing initiatives from Exports Product Manager such as new product launches, packaging changes, promotions, and others. Ensures that all SMF products are widely distributed and carried by key account customers.

Identifies qualified distributors and key accounts in the area being handled.

 

MANAGEMENT REPORTING

Assists the ESM in preparing reports on sales performance and other required ad-hoc reports to Exports MANCOM and Management. Prepares as required status of customer profile and performance. Assists the ESM in managing trade cost budget to ensure spending is within target.

 

HOUSEKEEPING AND ADMINISTRATIVE TASKS

 

Creates and issues Pro-forma Invoices to accounts and secures confirmation of the same. Receives, validates and processes claims via Claims Form. Issues Provisional Receipts (PR) creates Credit Memos (CM), Credit Unblocking Request Forms (CURF), Sales Promotional Activity Workplans (PAW) for trade activities and programs and other internal documents required to execute activities and programs. Safekeeps contracts and other important documents related to assigned accounts.