Senior Territory Sales Executive / Area Sales Executive

Drive Primary & Secondary Sales

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 companys guidelines

Build capability

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

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.

Effectively engage & motivate field force (TSEs, TSOs, PDSRs & DSRs) 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 ?

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

What are the Desirable success factors for the Role ?

A graduate / post-graduate with 2 8 years of prior work experience in a consumer goods sales environment in a frontline sales role