Senior Territory Sales Executive - B2C

Business Title:  Senior TSE Executive Ludhiana
Reports to (position): Area sales Manager Global Function:  B2C Sales     Global Department: Gagan Sales        

Role Purpose Statement:

To manage the Gagan Consumer Pack Business in Ludhiana.  Ludhiana is a very important business market for Vanaspati and one of the most profitable Area in B2C business. Ludhiana is holds a strong brand loyalty and is completely distribution driven. The key responsibility and ownership will be the business growth and sustaining the front end sales automation.

Main Accountabilities:

•     To Manage current distribution network of approx. 15 distributors and further expand and add another 8 this year. 
  •    Get the market ready for the scale up in view of the upcoming green field Plant.•    Manage Front line Team of Field force members and DSMs.•    Expand distribution network.•    Drive sales volume.

Impact/Dimensions:

•     This role will have a volume business of  2600MT
  •    Business needs to be delivered at an Budget MAV.•    Sale of High profit categories DVP, sustaining strength.•    Grow Horeca segment for DVP•    To develop SFO markets in this highly competitive areas.

Key Performance Indicators:

    Primary Volume Targets
    To achieve Budgeted Unique outlets    To achieve 80% Model parties    To achieve 80% Secondary on SFA

Major Opportunities and Decisions:

•     Automation at Field Force level will be the key responsibility.
  •    Training of DSMs and making them work on SFA will be key factor in execution.•    Automation of Business Partners, DMS installation and execution through 100% fulfilment.•    Increasing the Buying outlets month upon month and analyzing the buying pattern, develop strategy for low selling products/SKUs/Beats/Towns.•    Driving secondary sales.

Management/Leadership:

•     Support sales team by sharing of experience and knowledge with team members to empower them and lead them to deliver desired results.
  •    Should be a team player, with Good product and territory knowledge along with strong communication.•       Strong analytical ability to interpret data and guide team for achieving desired business results

Key Relationships, Stakeholders & Interfaces:

•     Having good market relations and effectively communicate with other support functions, Top Management and the Marketing Team.
  •    Build good and healthy business relations with the distributors/ wholesalers/ SS / Retail and update them on emerging market trends, to build long term relationship.

Knowledge and Technical Competencies:

•     Oil industry knowledge and distribution systems.
•     Ability to work in a dynamic market and demonstrate conviction by guiding team to desired results.
•     Problem solving attitude is the key leadership skill required for this position. 

Education/Experience:
•    Graduate, preferably Science or Commerce.•    Business management degree will be preferred.•    Hard core Sales experience in FMCG or Edible oil  business  with top companies.•    Should be proficient in Local Language and English, should be tech Savy•    Computer knowledge is must.