Area Sales Executive

Position Title: Sales Officer Modern Trade

Function:

Key Stakeholders

Key Stakeholders:

Internal :

External:

Educational Qualification:

Experience

Desired Competencies:

• Market Execution, Business Development, Channel Partner Management, Selling & Negotiation,
• Should have experience of working in FMCG sales function, preferably in modern trade handling.
  

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 Sales Call Process
• Evaluate their performance Periodically
• Provide on the job support / guidance for addressing territory specific issues
  

Business Development -Operationalize new products & consumer promo

• Able to spot opportunities in market related Brands, Competition Or Execution & convert them into incremental business
• Implement launch of new consumer promos / trade schemes & new products.
• He should leverage New Product Launch or Consumer Promos.
• He will track & review performance of new products / schemes
• Expands the In store Execution parameter (ND, SOS, Location, 2nd Visibility) in the Area
  

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 product through communication & sampling
• Effectively communicate schemes to AWSM to ensure right sell-in at the dealer point
• Track & review 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 Hub of UDAAN
  

Represent Britannia for consumer complaints

• Visit consumer to address & sort quality complaints.
• Inform Quality about status of complaint