Territory Sales Executive- FMCG

JOB SUMMARY

Responsible for managing high throughput retailers (loyalty program accounts). This role involves maintaining strong and sustained relationships with key customers, understanding their needs and challenges, and ensuring maximum extraction from these outlets. TSE will be responsible for a category-level understanding of the outlets and for ensuring a robust engagement with the account as well for improving field team’s efficiencies- Salesman and Merchandisers. The TSE will have to manage the assets deployed at a store level.

KEY RESPONSIBILITIES

Planning & Strategy

1. Data analysis of Internal Sales, Customer off-take and activations to understand the gap & opportunities and build plans basis the same.

2. Outlet level assortment planning to ensure ‘Right Product in Right Outlet’ for better share of shelf & offtakes.

3. Plan new launches in Key outlets, leverage relationships & various visibility tools to drive sale for new launch product.

4. SSG growth planning and micro-level strategies to deliver growths at outlet level with focus on increasing ULPO.

5. Making plans for establishing retail dominance in focus categories of the region/company.

Market Intelligence

1. Keep track of competitor-initiatives, promo offers, price fluctuations, new launches and trade schemes/offerings being offered in the market, especially to key account outlets.

2. Making plans to counter competitor initiatives and gains.

3. Keep a pipeline of potential accounts ready for expansion work.

Regular Execution Work

1. Plan and Execute brand activations / channel activations at store level.

2. Brand level distribution, Range Selling (unique lines), FoB (frequency of billing), SSG growths, focus brands availability, in-store execution (promo, visibility elements, activation KPIs), secondary fill rate.

3. Ensure presence of Must Sell Lines in the outlets.

4. AW and AWSM management – Lead a special salesman team to improve performance in these outlets.

5. Drive overall business with outlets by ensuring more participation in Key outlet loyalty program.

6. Setting, communicating & tracking objectives for AWs & AWSMs and align AW to meet business objectives.

7. Coach, manage & evaluate AWSM performance and train them on sales call processes.

8. Provide on the job support / guidance for addressing territory specific issues.

9. Ensuring innovative and impactful visibility in all BIL related categories including adherence to company planogram

10. Engage with merchandising teams to ensure desired share on shelf is maintained.

INTERACTIONS

INTERNALLY:

 With Finance/SDM Team for claim and payout settlements

 Regional SDM Team for planning and execution of Promotions, Visibility in the market.

 RSM/ SOM for guidance and approvals

 With the Regional MIS for systems/ formats/ SRS

 National Trade Marketing Team for Brand/ Product Guidelines, Best Practices

EXTERNALLY:

 Maintain healthy relationship with the Trade Partners, KATs Accounts, AWSM & Merchandising Team

PROFILE DETAILS

QUALIFICATION

 An MBA with a minimum of 4 years of experience in the FMCG industry

 A Graduate with 6-8 years of experience in the FMCG industry handling Key Accounts

EXPERIENCE

 Proven track record with good leadership skills

 The candidate preferably should have an experience of handling key accounts.

 Analytical ability: forecast market trends and analyse all market related data.

 Dynamic Sales professional with impeccable execution capabilities; deep understanding of traditional and innovative sales strategies

 Ability to understand and apply market intelligence to Region’s Sales strategy.

 Ability to liaise at all levels/ have administrative ability.

BEHAVIOURAL SKILLS

 Flexible and creative; an individual with high energy and enthusiasm

 Dealing with Ambiguity: Handles risk and uncertainty comfortably and has good judgement on how new ideas will play out in the market.

 Strong negotiation and influencing Skills: Develops mutually beneficial relationships with key internal stakeholders and customers.

Job Types: Full-time, Permanent

Pay: ₹54,000.00 - ₹100,000.00 per month

Benefits:

• Health insurance
• Provident Fund

Schedule:

• Day shift

Supplemental Pay:

• Performance bonus

Application Question(s):

• What is your Current CTC?
• What is your expected CTC?

Work Location: In person