Job purpose & Scope : - To manage Sales, Channel, Stocks, Debtors and After Sales Service pertaining to the assigned territory with the objective of achieving the goals of the organization Major Areas of Responsibilities : Achievement of Sales Targets for the territory by : - Exceeding 100 % of Annual Sales Plan by value - Exceeding 90 % of Annual Sales Plan by Product Category and thus ensuring that the Company meets its market share objectives. - Evolve an effective Operation Plan for the territory comprising distributor-wise targets, promotional activity calendar, Reach Expansion Plan, Channel Correction Plan, Resource Plan etc. - Collect, analyze and disseminate information to field force and HO for Competitor Activities, Market Shares, Channel and Network Management, Pricing, Promotions etc. Manage optimization of stocks, debtors and expenses through : - Maintaining DSO within norms on a monthly level - Effectively forecast Sales through accuracy of Rolling Sales Plan. - Ensure proper liquidation of defective / slow moving / discontinued products. - Optimize travel, communication, conveyance and miscellaneous expenses. Optimizing output by effective management of the front-line field force by : - Monitoring Officer-wise performance (weekly / monthly / annual ) - Ensuring adherence of his team to field discipline / reporting norms. - Eliminating Channel complaints and settling complaints within lead times, as per norms. - Effectively monitoring, appraising and training all members of the team. - Implementing and monitoring compliance of a pre-planned customer contact plan for self and team based on territory requirements.