Customer Development Executive

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 salesmen meetings
• Updates on route wise overall STT (sales to trade)
• Toothbrush STT
• Route wise ERC and productivity
• Brand wise ERC (effective route coverage)
• Visibility booking
• HN1 tracking (Hero No. 1 incentive)
• Best practices sharing and mock calls

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 :

• 1 Year plus of work experience in FMCG Companies. Have worked in similar market environment.