sales dept_ismail industries ltd

8/11/2019 Sales Dept_Ismail Industries Ltd

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SALES MANAGEMENT

PROJECT- BBA 7ABY:

MUHAMMAD JAWWAD

SARAH ZUBAIRMUHAMMAD FAISAL

EMAD AHMED

USAMA IDREES


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INTRODUCTION

Ismail Industries Limited, incorporatedin 1989, is the largest confectionerycompany in Pakistan

It is manufacturing a wide range ofconfectionery, biscuits and snacksunder the brand names of CandyLand,Bisconni and Snackcity respectively.

Also pursued backward integration bylaunching AstroPack, a unit formanufacturing Cast Polypropylene.


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MISSION

We aim to offer high quality products toour consumers by remaining the most

technologically advanced company in

our field. We strive to be brandleaders in all the categories that we

compete in. We wish to have a

substantial presence outside ofPakistan, through export and local

manufacturing.


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It has advanced and sophisticated

technology and is the only confectionerymanufacturer in Pakistan to invest in such

an extensive range of machinery.

At Bisconni they produce a wide variety of

biscuits and cookies.

Major player in the biscuit industryin Pakistan in a very short span of time

Continuously expanding its range of

products.


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Snackcity- latest expansion in food items

in 2006 Invested in the worlds best machinery to

manufacture potato chips- Kurleez and

other savory snacks.

Five delicious and exciting flavors of

Kurleez-Special Salted, Spicy Mint, Mirch

Masala, Barbeque Blast and Catchy

Ketchup.


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SALES DEPARTMENT

ORGANIZATION CHART

CEOMr. Muhammad

Ismail

Director MarketingMr. Miftah Ismail

MarketingManager

BusinessDevelopment

Manager

Sales Manager

Director

ProductionMr. Munsarim Saif

Director Finance

Mr. MaqsoodIsmail


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National Sales Manager

Regional Sales Manager

Zonal Sales Manager

Area Sales Manager

Area Sales Executive

Sales Executive

Sales Officer

Sales Rep

Distribution Sales Officer

Salesmen

Sales Manager


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Sales Target Achievement

Suggest and implement a clear sales

plan to achieve assigned monthly

targets

Conduct monthly sales review

meeting with team besides visitingbase station's market thrice a week

and assigned territories at least once

a month. Ensure that secondary sales / primary

sales obtained are according to the

potential of area / station / territory.


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Sales Planning

Ensure proper target allocation amongdistributors and sales team in line withthe actual potential. Never less than theassigned targets.

Ensure that monthly sales Plan isfocused on category wise achievement.

Ensure that the investment of distributors

and credit given in market is always inline with company's terms of businessagreed with the distributor.


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Sales Forecasting

Ensure efficient forecasting for timelyand sufficient availability of desired

stocks in view of seasonal

adjustments of demand.


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Sales Operations

Ensure timely submission of following:1. Sales Team expenses.

2. Distributor claims; damage / schemes /incentive.

3.Copy of Sales targets assigned to distributors /sales force

4. Sales Team / Own monthly PJP.

5. Copy of any communication with sales team /distributors.

6. Sales related reports.7. Full and final settlements for distributors / staff

8. Appointment information regarding distributors /staff


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Market Intelligence

Prompt reporting of competitor'sactivities, current price structures, new

launches and prevailing trade offers.

Ensure, prompt submission marketintelligence report by out-station

visiting sales staff.


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Team Management

To select and recommend the rightperson "As required" in coordination

with line manager.

To keep the team motivated andfocused on target achievement.

Monitoring & Team Building of the

sales force.


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Policies & Procedures

Ensure that all operations performedare in line with policies & procedures

of the company

I t d t t l


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Inter-departmental

Communication &

Coordination Ensure smooth communication with

regard to situation with line manager,

distributors and trade. Ensure that all worthwhile market

intelligence is shared with line

manager and marketing


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Training & Coaching

Identification and recommendation oftraining programs for team and

respective followups


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REPORTS TO BE

GENERATED Daily - Sales Target Achievement Report (STAR) Daily - Booker-wise Productivity Report (PR)

Daily - Market Visit Report (MVR)

Weekly - Market IntelligenceReport (MIR)covering competition's trade /consumer targeted activities

Fortnightly - Trade OffersReport(TOR)comparing SKU wise trade offerwith competition to identify areas forimprovement

Monthly - Itinerary (PJP)

Monthly - Distributor's Return On Investmentreport (ROI)covering investment, stock andclaims

Monthly - Distributor's Closing Sales & StockRe ort CSSR


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sales dept_ismail industries ltd

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