Alliance Partner at Adept Consulting Partners
Views:1027 Applications:231 Rec. Actions:Recruiter Actions:6
Territory Sales Executive - FMCG (2-10 yrs)
Locations: Baroda, Mumbai, Patna, Bhopal
JOB PURPOSE:
To drive primary sales, secondary sales and market presence in defined markets, to manage the distributor network, and to lead the interim sales rep (ISR) team to achieve desired sales objectives
- KEY RESPONSIBILITIES :
Sales Focus :
- Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands
- Sales target setting and monitoring for Distributors, ISR's at a beat level
- Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations
- Sales projection for distribution business
Area & Business Planning :
- Identify potential towns & appoint distributors in line with business strategy
- Plan & allocate ISR's basis market potential
- Formulate & execute the secondary sales plan - Area wise, distributor wise, Brand wise, SKU wise
- Conduct JCM's for all ISR's every month and review area performance
Distribution Management :
- Ensuring quality of market coverage through effective use of ISR and distribution network
- Develop and ensure implementation of Distribution plan across distributor territories
- Ensure category availability, visibility & freshness (Stock rotation)
- Ensure that the ISR's are servicing the market for breakages & stock destruction
- Formulate and ensure implementation of trade & consumer promotion plans
- Support micro marketing/ customer activation initiatives planned for the area.
- Competition tracking & providing inputs to the ASM
Distributor Management :
- Educate and train the distributors on systems & processes
- Ensure optimal stocking levels and high billing efficiency for all distributors
- Ensure distributor compliance to agreed service levels & credit terms
- Review distributor financial health (pipeline and outstanding)
- Ensure that the claims of the distributor are settled by within specified time limits
People management and development :
- Facilitate hiring & induction of ISR's to ensure alignment to company's ways of working
- Enhance ISR effectiveness through training & coaching
- Management of ISR working (PJP, Itinerary, expenses etc)
- Periodic review of ISR performance and feedback
- ISR retention through high engagement and motivation
Reporting :
- Daily activity report
- Reports on area performance
- Retail Audit & Retail Universe update
- Expense Statements
- Other relevant forms
Code of conduct and compliance to stat / regulatory norms
- Adherence to code of conduct
- Conformation to all financial and administration systems
- Compliance to statutory and regulatory norms
This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.