Job Responsibilities:

  • Setup distribution Infra - Sales team and Distributors / Super Stockiest in assigned state.
  • Plan and achieve distribution expansion as per budget plans.
  • Meet secondary and primary Sales targets by effective implementation of area sales & development plans.
  • Define allocation of sales targets to the different SO’s / Channel Partners.
  • Execute and track distribution expansion by class of towns, type of OLs and category as per plan and take corrective action, wherever required.
  • Ensure distributor and market claims are settled in time by proper scrutiny and on field verification.
  • Ensure retention of agreed ROI for the distributors.
  • Ensure availability of required sales team head count as per plan and mentor them for delivery of daily business.
  • Work very closely with National Trade Marketing and customer marketing teams for management of schemes/promotions/contests being run to promote company brand.
  • Execute specific promotions - exhibitions, sampling, in-store activities etc. in targeted outlets.
  • Ensure targeted productivity norms for channels and by category are met.
  • Track & report activities of competition. Develop strong market intelligence and monitor competitor activities on trade channel related matters.
  • People Management:
  • Help recruit field sales positions by identifying potential candidates in the field.
  • Build and develop team by working closely with them in field.
  • Enhance team motivation and productivity levels by coaching and mentoring them.
  • Train Associates/ Senior Associates /EFFs / Merchandisers etc. periodically.
  • Complaint handling & Distributor and Super Distributors Management.

Key Deliverable: 

  • Achievement of Volume (primary & secondary) Growth in the Area.
  • Achievement of distribution objectives and Stock Availability as per Norms.
  • Meet Merchandising objectives to create brand awareness at retailers’ & customers end.
  • Effective planning & Implementation of Sales promotions.
  • Effective management of trade, team and channel Grievances.
  • Meet action standards on improving and maintaining infrastructure.

Internal Relations:

  • Manager Sales.
  • Sales Operations and Customer Marketing Manager.
  • Sales Accounting & Modern Trade.
  • HR Business Partner.
  • National Sales Development and Business Analytics.

External Relations: 

  • Trade Partners
  • Key Accounts (TT)

Authority Suggested:

  • Appointment of Sub - stockiest in his / her territory in alignment with RM/ZM.
  • Approval of CFA claims.
  • First cut approval of DB / SD claims.
  • First cut approval of TADA for his/her team.

Experience & Qualification:

Regular Graduation or above from reputed Institute with 3-5 years of Sales experience in FMCG Companies. Experience to work with Min team size of 7 SO’s/ DR’s.

Technical Skills

  • Adept at MS Office.
  • Knowledge of BTL activities.
  • Selling Skills.

Behavioral Skills:

  • Good communication.
  • Practical Creativity & Analytical Skills.
  • High Entrepreneurial Drive.
  • High Man management and Motivation skills.
  • Strong planning and execution skills.
  • A judicious mix of both interpersonal and business skills.
  • Ability to foresee future requirements keeping in mind the changing organization needs.
  • Ability to do multi tasks and be comfortable with some ambiguity.
  • Must have mobility and be ready to work anywhere. This position will have internal movements after every 24 months.