1). Planning to achieve the following targets. 1.1 Primary & Secondary sales target of responsible distributors A/. Plan Sales target of Distributor and Sales Team - Set sales target to reflect distributor's annual sales target - Allocate Sales targets and Premium to Sales Team of each route by categories on monthly / weekly basis in every fourth week of each month - Analyze and evaluate sales trend for each month by categories and brand - Prepare sales targets for each sales route, by categories and over all distributor sales - Evaluate market conditions demand plan and sales turnover per month, Platinum Outlets and top 5 markets for ASM every Friday - Conduct field work and visit at least 80% of the total working days B) To drive and achieve sales targets of distributor and sales team's target - Monthly brief meeting to cascade sales team direction, merchandising display, operation and evaluate understanding of sales team - Allocate premium and Point of Sales Material (POSM) for each sales Route for optimum usage - Follow up daily sales, distribution turnover, merchandising display of each sales route - Check and inspect customer no sales (in DMS) daily and provide solution for replacement / reactivation - Conduct weekly meeting with sales teams of each sales route and evaluate sales turnover on every Saturday starts from 6 pm. - Follow up Distributor Sales turnover by sales route weekly and compare the turnover with total sales target and sales target per category - Follow up and analyze market conditions and distributor sales at month ends and compare with targets (Sales Estimation), then report to ASM 1.2 Distribution A) To achieve distribution target of each month - Follow up daily distribution results and compare results among different sales routes - Driving distribution of CoC, and NPDs. - update the distribution level to sales team daily and update Line Manager weekly. 1.3 Effective Coverage Area (Territory Management) A. Planing for effective coverage Area - Planing, store survey and create maps for each sales route. - Design, set up and inspect PJP, Beat plan , Mapping of every Sales Route in accordance with ULC standard. - Set targets and evaluate performance of each Sales Team (KPIs & Sales Incentive) B) Evaluate Sales Area Coverage - Analyse reports on number of store visit , active stores and frequency of visits per week in order to find ways to improve the current condition. - Conduct field visit to locate new store for sales team to make new store appointment in PJP and also create mapping. - Check and follow up with Customer NO Sales report in order to provide solution for Sales team 2. Training to build sales team capabilities 2.1 Set up sales team training as followed A. Products Knowledge of store format / Promotion letter B. How to drive and achieve sales targets /apply sales technique 2.2 Conduct field visit in order to provide on the job training for Sales team A. On the job training on New Sales Representatives / or sales force who has poor performance B. To drive and achieve Distribution and Sales Teams targets 3. Documents and Reports 3.1 Prepare market report and competitor intelligence every month and consistently provide for ASM 3.2 Summarize merchandising operation and execution plan and display merchandising picture, Platinum etc. and provide for ASM & Trade Marketing team in every month 3.3 Prepare & review incentive for Sales Team, drivers and helpers 3.4 Prepare other special reports being assigned by ASM, CDM