Position Summary:

- Handling institutional sales through distributors in the territory to achieve sales volume and value growth for the region by effectively partnering with customers (channel partners and end customers).

Educational Qualification :

- Graduate or PG specializing in Marketing and Sales from a reputed institute

Work Experience & Key Competencies:

- 5 + years of exp in Sales for the Food / FMCG industry

At least 3 years of experience in :

- Alternate channels including Corporate caterers, College canteens, Railways, Airport, Defence canteens and Leisure outlets

- Excellent negotiation, communication and distributor & Team handling skills

Job Responsibilities :

1. At Operational Level :

- To achieve a month-wise plan of sales target in the territory by setting up distribution and customer acquisition.

- To identify, negotiate and acquire customers in key accounts (Institutions) and enter into annual contracts/tie-ups with volume commitment.

- To ensure correct and timely submission of stock & sales reports on a weekly basis & track and report competition activities in the market.

- Recruiting and handling third party sales team and ensuring the productivity of the team as per the beats

- Chalking out the beats for the sales team at the outlet level and tracking their secondary sales at a distributor/beat level on a daily basis.

2. At Customer Level :

- To break down the monthly primary sales plan distributor wise and share with the distributor a budget and secondary sales plan at the start of each month

- To monitor stock levels at the Customer end and coordinate with the dispatch team to ensure that products are supplied to them within the promised timelines

- To ensure minimum damage and expiry at the outlet/distributor level and educate channel partners on our products, quality standards to be followed and thereby create awareness.

- To find opportunities to engage with the customer through caterer loyalty programs, college festivals, and similar events to create awareness leading to sales generation in the alternate channel.

3. At Finance Level : 

- To ensure timely receipt of payments from the customers and channel partners, wherever applicable

- To check and validate the trade claims received from the distributor and ensure the same are submitted on time on a monthly basis.

- To assist and coordinate for the reconciliation of key accounts and distributors wherever required.

4. At People Level :

- Developing skills and product knowledge of internal teams through a mix of coaching/facilitation through internal/external workshops and site visits

- Training & re-training of teams

- Strategically working with business partners/vendors to consistently improve merchandise quality and range as well as reduce cost

5. At Strategic Level :

Work on 3-year plan on assortment to deliver our strategic objective of being most differentiated on food performance to best in industry

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