Roles and Responsibilities Develop and execute sales strategies to achieve business objectives in Telangana/Andhra Pradesh region. Build and maintain strong relationships with key stakeholders, including channel partners, customers, and internal teams. Conduct market analysis to identify opportunities for growth and develop targeted sales plans accordingly. Manage a team of sales professionals to drive revenue expansion through effective coaching, training, and performance monitoring. Collaborate with cross-functional teams to ensure seamless execution of sales initiatives.
A good team handling and planning of market activity. Responsible for achieving monthly sales target. Maintaining Cordial relationship with the traders, dealers and distributors. Grow secondary sales by personally doing retailing, range selling and visible placement in General Trade, with a high number of total calls per day and very high % of productive calls daily. Carefully use POP material, undertake merchandising, sampling and localized advertising etc. Monitor and report competition actively.
1. Channel Strategy & Planning Develop and execute the HORECA channel strategy aligned with overall business goals. Identify opportunities for growth within the hotel, restaurant, and catering sectors. Set channel-specific sales targets and KPIs. 2. Sales & Revenue Management Drive revenue growth through key account management, new partnerships, and channel expansion. Ensure the achievement of monthly, quarterly, and annual sales targets. Forecast sales trends, monitor channel performance, and adjust strategies accordingly. 3. Customer Relationship Management Build and maintain strong relationships with key decision-makers in hotels, restaurants, cafes, and caterers. Negotiate pricing, contracts, and promotional deals with HORECA clients. Manage customer feedback and resolve escalated service issues. 4. Team Leadership & Coordination Lead and mentor the HORECA sales team across different regions. Set team goals, monitor performance, and conduct regular training sessions. Coordinate with internal departments like marketing, logistics, and finance. 5. Marketing & Promotions Work with the marketing team to design and execute targeted promotions and campaigns for the HORECA segment. Monitor competitor activity within the channel and adjust marketing strategies accordingly. Support product trials, tastings, and events in collaboration with key HORECA partners. 6. Key Account Management Identify and manage key HORECA accounts to build long-term strategic partnerships. Customize product offerings and service packages based on customer profiles and needs. Regularly visit clients to reinforce business relationships and explore new opportunities. 7. Product Placement & Visibility Ensure proper placement, availability, and visibility of products in all HORECA outlets. Monitor planogram adherence and point-of-sale (POS) material execution. Ensure timely replenishment and prevent stock-outs. 8. Budgeting and Cost Control Prepare and manage budgets for the HORECA channel. Optimize spending on trade promotions, discounts, and activations. Ensure return on investment (ROI) on all initiatives. 9. Data Analysis & Reporting Analyze sales data, customer behavior, and market trends to make informed decisions. Provide regular reports on sales performance, pipeline status, and competitor insights. Use CRM tools and dashboards to track KPIs. 10. Compliance & Risk Management Ensure adherence to company policies and legal standards in all HORECA dealings. Monitor credit limits, payment collections, and resolve any discrepancies with clients. Key Skills & Qualifications Strong experience in HORECA sales within FMCG or related sectors. Excellent negotiation, relationship-building, and leadership skills. Analytical mindset with strong business acumen. Understanding of foodservice operations and customer preferences. Ability to travel extensively and work in a fast-paced, results-oriented environment.
Sales Strategy & Planning: Develop and implement effective sales strategies and plans to meet company objectives and revenue targets. Lead Generation & Prospecting: Identify new sales opportunities, generate leads, and prospect potential customers to expand market share. Customer Relationship Management: Build and maintain strong relationships with existing clients, providing excellent customer service and support. Product Knowledge & Sales Presentations: Understand and present products or services, demonstrating their value and providing cost-benefit analyses. Negotiation & Closing Deals: Negotiate contracts and packages, guiding customers to suitable purchase options to close sales. Market Research: Conduct market research to understand trends, identify opportunities, and stay informed about competitor activities. Reporting & Performance Analysis: Prepare and present sales reports, track performance, and provide insights for improvement. Cross-Functional Collaboration: Coordinate with marketing teams to align sales and marketing campaigns and with product development to provide feedback. Essential Skills Communication Skills: Excellent oral and written communication for presentations, client interactions, and internal reporting. Negotiation & Persuasion: Strong ability to negotiate favorable terms and persuade customers to make purchases. Customer Service: Exceptional skills in providing outstanding customer service to ensure satisfaction and loyalty. Analytical & Problem-Solving: Ability to analyze sales data, identify issues, and develop effective solutions. Motivation & Organization: Self-motivated, detail-oriented, and capable of managing time effectively.
Oversee daily production activities to meet demand while ensuring quality and efficiency. Ensure targeted outputs, productivity & on time system entries Develop and implement production schedules, ensuring adherence to delivery timelines Ensure all products meet safety and quality standards (e.g., FSSAI, FSSC, HACCP etc.) Work closely with quality control teams to address any deviations or non-conformance. Supervise and coordinate the operation of machinery for processing, packaging, and storage Ensure all equipment is regularly maintained and downtime is minimized. Manage and motivate production staff, fostering a culture of accountability and teamwork. Organize training sessions to improve efficiency and skills, particularly for compliance and safety protocols. Monitor Rm/PM usage, minimize waste, and optimize resources. Implement lean manufacturing techniques to reduce costs without compromising quality Maintain records for regulatory compliance and audits. Monthly FSMS audit non-conformance analysis and closure as per the time period Provide detailed production reports and KPIs to senior management Explore new technologies to improve production efficiency and reduce environmental impact.
1. Ensure all stocks are arranged neatly as per batch wise and SKU wise properly at warehouse. 2. Maintain FIFO method for all stock dispatches. 3. Physical stock check at warehouse on quarterly basis/ as suggested. 4. All Distributor's stock has to be audited physically once every quarter and do the liquidation based on ageing. 5. Ensure proper stock handling to avoid damages. 6. Billing: Supervise purchase order from customers and ensure billing on time. 7. Dispatches: Ensure all Invoices have been dispatched on time and as per appointment and follow up transporter for stock pickup and delivery. 8. Discrepancies: Accounting of sales short deliveries and damages, rejected by stores/appointment cancels, transit damages of stock along with approvals. 9. Inventory to Maintained with less than 1% of write offs of Inventory value. 10.Getting Inventory at DB point / CFA. DB Inventory liquidation plan. Physical Count of inventory at CFA. 11. Ensure all GRN made in SAP for all stock inwards on time and maintain Inward and outward registers. 3P Billing process- MIGO-Upload the invoice/Share the invoice on same day of GRN.- Ensure PO Matching with Invoice/and Physical qty. 12. Ensure all damaged & expiry stock returns are verified and share confirmation to your reporting Manager for accounting. Collection of photos of stock disposals in case of stock disposed by sales team at customer point itself. Full control on Damage & Expiry: Monitor all D&E and Distributor claims- procedure from Receipt to Disposal/Reuse. 13. Filing of all invoices along with acknowledgement/POD. Scanning of the same and preserve soft copies at warehouse. 14. Collect balance confirmation letter and support in recon. 3. Additional tasks allotted as and when. 15. Checking of all debit notes/Invoices and supporting documents are there as per claimed amount. 16. Secondary claims amount are matching as per distributor purchasing cost and as per circular of that month. 17. Ensure no extra margin is claimed on secondary scheme SKU if utilized scheme for that month. 18. Checking of all MT Chain debit notes/Invoices and supporting documents/ workings are there as per claimed amount and belongs to KEYA Brand. 19. Ensure extra margin claim along with service Invoice and supporting documents are submitted. 20. Visibility claims along with prior approval mail and transport reimbursement claim along with all required documents. 21. Provide Monthly provision file for your CFAs- CFA Commission, Transportation and all the expense of CFAs. 22. DB transportation expense needs to be matched with Central contract. 23. Top 50 SKUs we have to keep minimum 7 days stock @ CFA Levels.
1. Sales Achievement Achieve monthly, quarterly, and annual sales targets. Drive primary & secondary sales through distributors and retailers. Monitor daily sales and ensure continuous growth in assigned territory. 2. Distributor Management Appoint, manage, and develop distributors for the territory. Ensure healthy stock levels, timely billing, and secondary push. Monitor distributor ROI, claims, credit hygiene, and payments. Guide distributor salesmen, assign routes, and review their performance. 3. Market Coverage & Expansion Ensure 100% coverage of outlets as per beat plan (PJP). Open new outlets and increase numeric distribution. Improve product availability, visibility, and share of shelf. Identify new markets and growth opportunities. 4. Merchandising & Visibility Ensure planogram compliance and visibility in retail outlets. Place POSM, display units, and execute visibility drives. Ensure correct product placement across GT & MT channels. 5. Relationship Management Build strong relationships with retailers, wholesalers, and key customers. Handle retailer queries, service issues, and ensure smooth order flow. Resolve disputes related to pricing, schemes, or deliveries. 6. Sales Promotion & Schemes Implement trade promotions, discounts, and consumer offers. Communicate schemes to retailers and distributors. Track scheme utilization and ensure timely claim submission. 7. Market Intelligence Track competitor activities, pricing, schemes, and new launches. Share market feedback with Sales Manager and Marketing team. Identify trends in consumer behaviour and retail patterns. 8. Reporting & Analytics Maintain daily sales reports (DSR) and market feedback. Track productivity indicators (calls made, orders booked, new outlets added). Share weekly/monthly performance MIS with management. 9. Coordination with Internal Teams Work closely with Supply Chain for stock availability and dispatches. Coordinate with Marketing for activations. Support finance in distributor payments, claims, and credit notes
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