Job Description
Ensure effective execution of the Customer Development
strategies and roll out of schemes by closely working with the stockists,
Distributor Sales Representative and Pilot Sales Representatives across the
zone.
Key Accountabilities:
1. Distribution Management:
- Trade
management.
- Identify
new markets/accounts and bring them under direct coverage on a regular
basis.
- Ensure
addition of specialty wholesalers.
- Ensure
stores in route list are classified according to the accurate RE.
- Ensure
that SSM efforts are advised to reduce the number of non-purchasers.
- Ensure
optimum usage of activations to drive sales.
- Ensure
sales call efficiency.
- Selling
stories range selling, handling objections, etc.
2. In-store management:
- Prioritize
accounts for maximum impact through visibilities (ensure coverage of top 2
outlets in every route).
3. Market Updates:
- Secure
and draw insights from any competitive information available in public
domain regarding:
- New
products.
- Activities.
- Schemes.
- Any
other developments.
4. Data based working and communication:
- Use
data to drive overall business performance.
- Setting
objectives for market visits.
- Reviewing
sales associates and PSR performance against plan.
- Reviewing
stockists performance against plan.
5. Developing and training:
- Train
and develop sales associates through required mode of training (e.g. new
products, toothbrush assortment, focus on medical stores i.e. PASSION
understanding).
- Mentor
and empower sales associates to perform well by ensuring that CP benefits
are availed by SSMs.
- Acknowledge
any issues faced by sales associates in the field and provide support to
resolve it.
6. Meetings:
- Conduct
effective monthly and weekly sales associates meetings.
7. Reporting:
- Compile
reports and information as per requirements communicated by AM.
8. Relationship Building:
- Maintain
trust and understanding in working with stockists and trade in general,
especially partner with key wholesalers to drive business.
- Share
success stories and Communicate programs to build off-takes.
- Mutually
work towards category growth.
- Resolve
issues, etc.
Required Qualifications :
- 2
plus years of work experience in FMCG Companies.
- Post
Graduate or Masters in Business Administration.