Sales Officer

Role & responsibilities

1. Responsible for Primary and Secondary Sales Achievement v/s Targets.

2. Responsible for Managing Distributors, Adding New Distributors, Retail Outlet Visit and Opening New Outlets for Distributors.

3. Establish Good Relationships with Distributors, High Volume Clients [Wholesalers] and Other Channel Partners to meet Sales Target.

4. Achieve Width and Depth of Distribution through Developing strong Distribution Channel.

5. Improve Sales Volume through appropriate Product Mix in Suitable Retail Environment.

6. Analysis and Develop Category wise Performance and Monthly Activation plans.

7. Successful Launches of NPD Products by ensuring that the Company is reaching its Targeted Audience.

8. Screening, Recruiting, Training Sales Employees ISRs and DSMs.

9. Check and Approve ISRs Daily Sales Plan and Review the same on weekly basis.

10. Validate and Approve the Expense (TA/DA) claim of ISRs.

11. Monitor absence of ISR and approve their leaves.

12. Be a Role Model for your Team. Manage a Team and keep them Motivated.

13. Be a Coach, Mentor and Direct ISR time to time. Address Team issues timely and resolve the same by taking proper decisions.

14. Maintaining and Reporting an Accurate Record of all Sales, Scheduled Customer Appointments and Customer complaints on a Regular basis.

15. Reporting the performance of Trade field Activities and the Accomplishment of Sales conditions, Agreements and Retail price trends and monitoring performance.

16. Regular Monitoring of Distributors Stock Procurement with CFA and Co-Ordinate Payment follow-up, Stock movement with Distributor and CFA.

17. Responsible for All the Offers given to the Accounts are operated in Market.

18. Responsible to maintain FEFO in stores and at Distributor Point. Ensure and Increase Share of Shelf as per Market Share. Propose Budget to liquidate ageing and Non-Moving Stock.

19. Overall Responsible for Territory Business.

Preferred candidate profile

Key skills

• Market Share - Market share is the percent of total sales in an industry generated by a particular company. Market share is calculated by dividing the company's sales over the period by the industry's total sales over the same period.
• Bill Cuts - Bill cut is calculated by multiplying the total number of outlets within the territory by 4 (one visit to an outlet in a week, four weeks in a month). This gives the total number of possible calls that can be made by a salesman.
• Go To Market [GTM] - A go-to-market (GTM) strategy is a plan that details how an organization can engage with customers to convince them to buy their product or service and to gain a competitive advantage.
• Dealer Per Lakh [DPL] - DPL (Dealer Per Lakh) and ND (Numeric Distribution) are very important metrices of coverage expansion used in FMCG sales.
• Effectively Covered Outlet [ECO] - In the FMCG sector, ECO or Effectively Covered Outlet is a metric that defines the number of outlets out of a total number of outlets on a route, market, or territory that are making at least one sales memo in a month.
• Total Calls [TC] - To improve this metric, a salesperson must focus on improving the number of Total Calls (TC) by being able to average at least 40-45 calls per day.
• Profit Contribution [PC] - We segment all the different ecommerce revenues and expenses in your P&L in their respective profit contribution categories.
• PC is a profit measure in your P&L: revenues costs.