JOB DESCRIPTION FOR CLUSTER SALES MANAGER

Job Title: Cluster Sales Manager Job Code: 100001

Department: Sales Reports to: Regional Sales Head

Reported by: Sales Executive Location: Mumbai

Prepared on: December 20th 2021 Valid Upto: Dec 19th 2023

Job Purpose / The role is responsible for implementing the sales plan for the cluster and generating
Summary the maximum sales volume in the cluster. The role is also supposed to assess the market
and the competitors move, identify potential opportunities and threats, ensure locally
uplifting the brand of the product range responsible for and ensure the distributors are
sufficiently stocked.

Key ● Generate Individual revenue target of INR 2 crores, meeting operating expenses
Responsibilities budget of approximately INR 3 lakhs and sampling budget of approximately
● Build at least 2 new distributor relationships and increase volumes from existing
ones by at least 10% each from previous year.
● Ensure a smooth inventory flow between the depot and the distributor, keeping
the distributor always stocked up.
● Ensure that the distributor financials are healthy and support them with
necessary credit/ stock.
● Support and guide distributors to ensure sufficient exploitation of the retail
network and ensure that the retail network is as per the strategic plan of cluster
presence.
● Conduct on ground activities to increase footfalls at the retail stores.
● Influence the retail stores to ensure maximum visibility of your product against
competitor’s product.
● Gather market feedback on the performance of the product and ensure that the
feedback / analysis / findings flow back to the product team.
● Track the sales trends and ensure a continuous improvement in both the
volumes and the market share.

Skills and ● Good communication and persuasion skills

Abilities ● Good planning and organization skills
● Resilience
● Flexibility to respond to a range of different situations
● Ability to work under pressure and under own initiative
● Proven track record to negotiate and close deals
● Ability to build and maintain strong relationships
Qualification Min Qual: BBA/BMS
and Experience Pref Qual: MBA
Experience: At least 5 years of sales experience, in similar geography, in similar product
range
Questions:

1. Following are three KRAs and KPIs for the above role. Please come up with three more.

KRA KPI

1. Sales Revenues Against target

2. Market Penetration % of population catered to in the

geography

3. On Ground Activities at Retail Customer Footfalls (in numbers)

Stores

4.

5.

6.

2. What should get evaluated during the hiring process?

3. What capabilities can be built through Learning and Development?
4. What will get measured in appraisals?