Sales - ASM SOP UNI 15.1

KRAs & Reportings

1. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16



















































SOP- ASM Duties & Responsibilities

2. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16



Contents
Purpose.................................................................................................................................................................... 3
1. Scope................................................................................................................................................................ 3
2. SO functioning ................................................................................................................................................. 3
3. Reporting ......................................................................................................................................................... 4
A. Tablet Punch-In ........................................................................................................................................ 4
B. SO PJP...................................................................................................................................................... 4
C. PJP Adherence.......................................................................................................................................... 4
D. Market Working ....................................................................................................................................... 5
E. Category Penetration – Basket for Channel Sales only. .............................................................................. 6
F. DAR reporting.............................................................................................................................................. 6
G. Manpower Requisition. ........................................................................................................................... 7
H. Monthly Sale Performance - Dashboard .................................................................................................. 7
I. Market Penetration ....................................................................................................................................... 8
J. Distributor stock........................................................................................................................................... 8
K. Sales Register ........................................................................................................................................... 8
L. Order Vs Dispatch........................................................................................................................................ 9
M. On field training – OJT - Sales Training.................................................................................................. 9
N. Warehouse Support .................................................................................................................................. 9
O. Collections................................................................................................................................................ 9
P. Branding..................................................................................................................................................... 10
Q. Sales Reviews......................................................................................................................................... 10

3. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16
Purpose

 To define roles & Responsibilities of ASM.
1. Scope

 The scope of this document is limited to describe various steps involved in performing job of
area sales manager.
2. SO functioning

 Counter Billing with sales value target.
 Cold calling for new customer base target.
 Order – Signature of Customer on tab.
 Survey forms to be filled and collected at respective warehouse with soft copy marking to sales
back end team along with PJP.
 Punching for daily attendance.
 Punching IN/OUT at counter visit.
 Outstation visits – Time & Motion (TNM)
Punch as ‘New Customer’ from departing station hometown ‘New Customer’ when
reach hotel Regular punch with first counter Followed by counters and last
counter out station home station.

 Synchronizing tablet daily.
 Keeping GPS ON.
 Submitting order forms on daily basis to distributor.
 Retailer Escalations.
 Timely follow-ups for stock dispatch.

4. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16
3. Reporting

A. Tablet Punch-In

 Attendance Punch-In at 10.00am & Punch Out 7.00pm for daily attendance.

B. SO PJP
PJP Format.xlsx



 Counter and day wise monthly PJP submission till 28 of every month.


C. PJP Adherence

Zone Area Date Customers
Target
15-16
Per
Month Weekly MTD ACTIVE/NEW
STATUS OF
VISIT
VALUE OF
ORDER
DISPATCH
VALUE
WEST ANDHERI
1-Feb-
16 Y/N

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16

1-Feb-
16
0 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00


 Receive PJP from SO and collate it with Status visit, Value of order and Dispatch value and send
across to boss.
 Week-Wise

5. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16

D. Market Working

SUMMARY FOR HO

REMARKS IF LOW OUTPUT

ASM NAME – Jayesh Tike SO NAME (If less than 80%)

PLANNED ACHVED



NO OF DAYS WORKED



NO OF TC



NO OF PC





SALES VALUE



ABV



NOS OF NEW OUTLET VISITED

TYPE OF OUTLET

PRODUCTIVE

CONVERSION %

SALES VALUE



FOCUSED CATEGORY REPORT

Toiletries

Wipes

Feeding Bottles

Mat

Tooth Brush

Breast Pump

Accessories

Nipples








BRANDING REPORT (DETAILS
BELOW)

NOS OF SHELF STRIP

NOS OF DANGLERS

POSTERS

6. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16
E. Basket - Channel Sales only.



Chemist Basket.xlsx

F. DAR reporting

 Sending reports every 6.30pm to RSM.

ASM Daily Report ME N MOMS PVT LTD
Daily
Report
Date -
Name-
Designatio
n
ASM

Date
Time
in
Time
Out
Place
of
Visit
Worked
with
Accoun
t
Name
Concer
n
person
name
Contact
number
AVG
SALE/PM
Objectiv
e
Discuss
ed
Points
Observatio
n
Action
taken/
Planned
STAT
US













BEFORE VISIT ANY MARKET - ASM SHOULD
CHECK
Last month billing
Payment o/s
Category wise report
AT THE TIME OF VISIT - CHECK BELOW
COUNTER DISPLAY
BRANDING
SERVICES ISSUE

7. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16
G. Manpower ASM.


CLUSTER NAME
DIVISION
# OF SO'S VAC. TBA
START
(Date)
TBC
(TO BE
CLOSE)
Date


TOTAL

 Manpower request according to the proposed business plan.
 Monthly request.



H. Sale Performance - Dashboard
Sales
Performance.xlsx



 Month-Wise

 Cluster ASM SO Distributor Target KAS/CS Vs Ach.
Target Growth

8. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16
I. Market Penetration

CLUSTER
NAME
KEY ACCOUNTS CHANNEL SALES GENERAL TRADE HOSIERY TOTAL
TARGE
T
ACH
.
ACH.
%
TARGE
T
ACH
.
ACH.
%
TARGE
T
ACH
.
ACH.
%
TARGE
T
ACH
.
ACH.
%
TARGE
T
ACH
.
ACH.
%
Area 1500 400 33%








 Cluster Target Vs Achievement Trade wise
 Monthly
J. Distributor stock and working


BARCODE PRODUCT NAME OP STK PURCHASE SALE
CLOSING
STOCK MRP


TOTAL 1259 1885 1064 2085

 Sending weekly reports every 6.30pm to RSM.
 Distributor stock details.



K. Distributor Sales Register


InvDate InvNo Ledger Account Area InvAmt
Customer Name


TOTAL 139574.00

 Party – wise
 Distributor Secondary report.

9. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16
L. Order Vs Dispatch status
Order Vs
Dispatch.xlsx


 Order vs dispatch volume trade-wise
 Monthly


M. On field training – OJT - Sales Training

 6 days dip stick visits with SO every week.
 Priority for weak SOs and new joiny.
 Keeps check on daily routine.
 Carry all reports.
 Marking problem areas and providing solutions.
 Arrange samples and samples for next week.

N. All Files

 All above files collated together.
 File to be renamed as eg. Hyderabad- ASM Gaurav Machivle – KA/CS/GT/H – DAR
Branch name ASM with full name Trade Name of the report as per above
mentioned files
MEE MEE FORMATS
FOR ASM.XLSX





O. Warehouse Support

 Follow-ups for timely stock delivery from warehouse in 24hrs.
 Any escalations will go through RSM to warehouse in-charge.

P. Collections

 Reconciling pending collection reports and considering as escalation
 Retailer’s ledger

10. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16 SOHAM COLLECTION
MATUNGA -MUMBAITALLY.xlsx


 Distributor’s ledger
V S INTERNATIONAL
ENTERPRISES NERUL -NAVI MUMBAITALLY.xlsx







Q. Branding

 Mail from SO ASM RSM MR. Exe. Marking MR. Managers in CC

Requisition date
Purpose for branding
Name of the store
Address of the store
Size of the store
Avg. monthly business
Branding space allocation
Existing store
New Store
Impact of branding on business


R. Sales Reviews

How to conduct a meeting?

There are many types of meetings and many reasons why meetings may be ineffective.
For meetings to be effective, participation is required from all those present. The key skills of interpersonal
communication and listening are important.
To ensure the success of a meeting, good preparation is essential and the role of the leader is paramount. If these
conditions are met, then all participants should leave the meeting feeling a sense of accomplishment, not as if their
time has been wasted.

11. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16


 Agenda – Saturday Meeting

- Do’s
Objective - ‘Sales Review Meeting’ - 1 ON 1 meeting of 20 mins each and product training.
PJP by SO - No print-out – Mark Absent – By SO
Any ‘Remark’ will not be kept blank in any of the above sheets.
Discussion of next week category and arranging samples according.
Finding reasons for low productivity and giving solutions accordingly.
How to improve sales? (Training – On field, product etc.)
Review will only be conducted with all the above mentioned completed files (If incomplete Will be subject
to necessary actions).
Daily reports, weekly reports and monthly reports will be filled as per reporting cycle.
Will have to maintain the file in point ‘N’ and send it across to concern boss on Saturday post review.

- Don’ts
Hostage - Ensure no derailing from topics
No phone Zone
None of the files wouldn’t be incomplete.

12. Duties & Responsibilities of ASM Version: ASM SOP UNI 15.1



Effective: Apr’ 16












I the ASM/ASE __________________________________________________ based at ___________________ emp. Code ____________ here
by understand the roles and duties of ASM and will maintain the SOPs (File name ASM SOP UNI 15.1) as a business
need and standards of reporting. Failure to comply the above will be subject to necessary actions.
Kindly acknowledge the duplicate copy as a token of acceptance.


For ME N MOMS pvt. ltd.
Approved by

Regional Manager, Managing Director,
Dilip Sharma, Naresh Khatar