Area Sales Executive

Position Title

Function

Key Stakeholders

• Internal:

  Sales Admin, Depot, Quality

• External:

  AW & AWSM, Retailers, Wholesalers (W/S)

Educational Qualification:

Desired Competencies:

• Market Execution, Business Development, Channel Partner Management, Selling & Negotiation

Key Responsibilities:

• Ensure achievement of secondary sales targets
• Setting objectives for AW
• Breaking objectives for AWSM (beat-wise)
• Ensure communication of objectives to AW
• Periodic tracking of objectives
• AW Management
• Align, support & motivate AW to meet business objectives
• Ensure adequate infrastructure & systems
• Act as a commercial interface between AW & BIL
• Coach, manage & evaluate AWSM performance
• Coach AWSM on BIL best practices & WOW
• Train AWSM on the Sales Call Process
• Evaluate their performance Periodically
• Provide on-the-job support/guidance for addressing territory-specific issues
• Ensure adequate service level in market & build business in existing & new outlets
• Ensure adequate servicing at dealer points
• Maintain relations with existing dealers
• Increase the depth and width per dealer
• Prospect new outlets
• Perform activations as per decided by ASM
• Execute visibility implementation & Merchandizing
• Ensure adherence to plan-o-gram
• Ensure execution of primary & secondary Merchandizing
• Ensure execution of Visibility Implementation
• Implement launch of new consumer promos/trade schemes & new products
• Operationalize new products through communication & sampling
• Effectively communicate schemes to AWSM to ensure the right sell-in at the dealer point
• Track & review the performance of new products/schemes
• Market Intelligence
• Collect & report required market information on competitor activities like promotions (trade & consumer), service day, off-take, prices, new launches, visibility, etc.
• Maintain records & systems
• PJP data
• MIS reporting
• Ensure the Hub of UDAAN
• Represent Britannia for consumer complaints
• Visit consumers to address & sort quality complaints.
• Inform Quality about the status of complaint