The Sales Executive is responsible for the sales performance and the profitability of the Traditional Trade/General trade for the assigned Territory within a region (defined as North, East, West, South and Central). He/she assists the Area Sales Manager (ASM) in delivering the overall regional sales objectives, supervises, fine-tunes and monitors the execution and takes pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies- policies and strategies.

He/she heads and coaches the distributor Sales Team in the territory. It is his/her obligation to form an efficient and effective team that is perfectly cooperating with all internal and external partners.

Successful performance requires

- strong communication and negotiation skills

- sound forward thinking and planning skills

- analytical skills to handle complex situations,

- taking the full responsibility for decisions and repercussions and

- clear commitment and vision to steer the distribution team

Detailed Responsibilities (non-conclusive) :

Business Objectives :

1. To achieve volume and value objectives of the assigned territory within budget, time and policy parameters through efficient control of the network under charge

2. Executing the agreed strategic alliances with key outlets

- Timely implementation and follow-ups for monthly activity/ promotions specific to outlet and chain

- Liasoning with Merchandising team for branding activities at stores

3. Operating all Schemes & Promotional Activities (Marketing & Sales) as per prior approvals and discussed during the monthly review meetings

4. Responsible for Controlling Dominant shelf space

5. Managing health of distributor channel on a monthly basis

6. Assisting the Area Sales Manager at Sales forecasting Brand and SKU wise while looking at the Market Potential.

7. Training & Development of distributor sales team, providing timely feedback in the market & through monthly review and meetings.

Financial Responsibilities

1. Documentation of outlet expenses (damages, trade schemes, promotional expenses, visibility expenses) on a monthly basis for audit purposes

2. Settling distributor and outlet claims (within stipulated time frame)

3. Submitting NOCs (No Objection certificate)

- from distributors on a quarterly basis

- from Traditional Trade stores on an annual basis

4. Efficiency tracking of all the investments and promotions in all the outlets.

Distributor Responsibilities :

1. Ensure all planned distributors in the zone are appointed in time and are operational through proper coordination

2. Evaluate the performance of the distributors

3. Responsible for destroying damaged/ expired goods in physical presence at distributor premises with prior approval

- Managing health of distributor channel on a monthly basis:

- Speed of claim settlement

- Monitoring damages as a percentage of sales

- Maintaining sales and stock register

- Generating primary orders to maintain adequate stock levels at any given point

- Generating weekly indent to maintain healthy sales skew for the month

- Maintaining distributor MIS according to company norms

4. Ensure optimal distribution cost by reviewing Routing & Scheduling on a quarterly basis.

5. Monitoring inventory control, thereby ensuring ready availability of the stock as per the market demand and implement effective logistic strategies.

6. Appointment of DSR, Sales Force by identifying gap and for optimizing width & depth of Distribution

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