Territory Sales Executive - FMCG (1-9 yrs)
Key Responsibilities
- Drive Primary & Secondary Sales in the territory in line with the business objectives of the company
Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory
Secondary sales (Retail Distribution) - Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory
- Prepare market execution plan (day-wise MJP) & submit weekly reports
- Provide ground-level inputs for promotions, local activations & demand forecasting exercise
- Demand forecasting - Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager about the territory
- Claim management - Ensuring timely submission of stockiest claim along with supporting documents adhering to the company's guidelines
- Build capability of the indirect sales force by communicating and reviewing their delivery against expectations, and enhancing their sales skills by conducting market work with them & regular training
- Timely review/ communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery
- Co-ordination with Finance team for pricing issues, accounts settlement, claims management.
Desired Candidiate Profile
- Proven and deep knowledge of sales and distribution system
- Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators
- Knowledge of competitor mapping and benchmarking
- People management skills to handle indirect sales force
Desired Experience Level & Qualification
- A graduate / post-graduate with 2 - 8 years of prior work experience in a consumer goods sales environment in a frontline sales role
