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Job Purpose:
Ensure width and depth of distribution of Colgate Palmolive products in the given zone and implementation of Customer Development strategies so as to achieve the sales and distribution objectives for the zone.
Job Context :
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.
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