What are the Key Deliverables in this role ?
Drive Primary & Secondary Sales
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Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory
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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
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Provide ground-level inputs for promotions, local activations & demand forecasting exercise
Demand forecasting
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Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager about the territory
Claim management
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Ensuring timely submission of stockiest claim along with supporting documents adhering to the company’s guidelines
Build capability
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Capability building 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
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Timely review/ communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery
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Co-ordination with Finance team for pricing issues, accounts settlement, claims management.
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Effectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.
What are the Critical success factors for the Role ?
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Proven and deep knowledge of sales and distribution system
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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
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Knowledge of competitor mapping and benchmarking
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People management skills to handle indirect sales force
What are the Desirable success factors for the Role ?
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A graduate / post-graduate with 2 – 8 years of prior work experience in a consumer goods sales environment in a frontline sales role