Territory Sales Officer

Job Title: Territory Sales Officer

Company: Marico Limited

Location: Jorhat, Nagaon

About Marico:

Marico Limited is one of India's leading FMCG companies. With brands like Parachute, Saffola, and Nihar, Marico has established a strong presence in the hair care, skincare, and healthy foods segments.

Job Overview:

As a TSO, you will undergo comprehensive training to develop your skills in sales, distribution, and market analysis. This program is designed to equip you with the knowledge and practical experience needed to excel in a sales career at Marico. On performing well your role will be confirmed within a year.

Responsibilities:

1. Monthly Target Achievement: Field Execution

Drive Primary, Secondary, coverage & distribution targets

Driving of Programs Bandhan, Mera,Super Mera & Umang outlet level planning and executing the weekly basis

Execution of New Product

Execution of Marico Trade Program

Merchandising

On Job Training to DSR's especially on NPD Brands

2. DD Management

DD Appointment and Removal as per Norms

Motivation of DD -Ensure Healthy ROI Earning, Increasing involvement of by Recognition Programme such as Udaan, Food Safety Certifications etc.

DD s claims and Reconciliation - Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms

Maintenance of Inventory at Distributor Point - Closing Stock as per Norms at Month End

TMR Hard Copies collection by TSO from DD

Review of Financial Health - Calculate and Review DD ROI, Suggest Action plan in case of any deviation from Norms, Ensuring DD updates collections in MIDAS

Ensuring DD Infrastructure Requirements as per Norms - Beat Service, Delivery Units, DSR, Godown, Computer, Staff

3. DSR/Merchandiser

DSR Interview, Selection, Induction

Motivation of DSR Ensure Healthy Incentive Earning: Incentive Maximization of DSR

Reviews the respective DSRs and educate them for their Incentive earnings which they losing Brand wise achievements.

On The Job Training to DSR's: Selling Skills, Product Knowledge, Merchandising, New Product Launch

Merchandisers Management (City - Where it is)

Raise Earning Potential

4. Financial & Commercial Aspects

ROI Calculation as per Norms

Understand pricing cascade

L &D Policy - Procedure for submission and issuing of L&D claims

DD Appointment & Separation

Claim Management - Timely Entry, NOC As per Norms

Food Safety Audit - To Ensure All aspects covered

Program Payout at the end of Phase as per Marico Policy

5. Business Planning & Review

Plan for Primary, Secondary, coverage & distribution targets

Planning and offloading monthly plans, schemes, Special Agendas and incentives to DD and DSRs

Planning Vol/ Non Vol Wise, Volume: Distributor wise, Channel Wise Planning Break Up, DSR wise – Detailing for Focus Brands, Imp Outlet wise – Detailing for Focus Brands, Leading Indicator:

Distributor wise, DSR wise, Beat wise

Consider Planning Triggers like P6M – Average of Last 6 months, EC – Effective Coverage, BPD / Cumulative BPD, Relationship Program Led : Wholesale – Bandhan/ Dhoom/Mera/ S Mera/

Unnathi , TBTL / Scratch Card, Consumer Offer, Trade Offer, Micromarketing Initiatives Led

Analyse distributor wise and brand wise growths

Reviewing the performance of distributor and DSR on regular intervals - Volume, Non Volume, PDA Usage, PDA Uploads, NPLP, Channel Performance, Merchandising Scores

PJP Planning - Travel Plan - Able to Plan his travel to cover all DD and Target Offloading

Utilization of TLO’s CO’s effectively in our Market for Growth and Market share gain

Monitoring Channel wise performance and analyse growths for Key outlets and wholesale outlets.

Taking responsibility of Major potential areas and keep daily track for better prospect

Keep in Mind Non Volume parameters and drive the business growths

6. Reporting and Database

Understanding of Midas and Mi Net

Review & Report: Brand wise Target / Achievement Analysis, EC, BPD,RED, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Off-take monitors of NPD, Monthly

claims, Expense statement

DSR incentive claims to come along with Dist Claims with other supporting as per incentive policy.

TMR, JC MOR, Block 1, Block 2 and liklies

Submission of Claim - Entry of E- Claims

TSO Bluebook - It Consists of Brand Wise Distributor wise Vol for last 3 years, Outlet - Nos of Outlet - Outlet listing , Top Outlet report at brand level,

DD/DSR profile, ROI, TSO/DSR Incentive Earning Trend

Distributor wise Bpm and Key Brands Vol Growth/Degrowth

Channel wise Distributor wise Bpm and Key Brands Vol Growth/Degrowth

Programme wise Distributor wise Bpm and Key Brands Vol Growth/Degrowth

Last 2 Years Bandhan/Umang/Unnati Pivots

Qualifications:

- Master’s degree in Business Administration, Marketing, or a related field. (Optional)

- Candidates with up to 1 year of experience in fmcg sales can also apply

- Strong communication, interpersonal, and negotiation skills.

- Ability to work independently and as part of a team.

- Willingness to travel and work in different locations.

- Proficiency in MS Office Suite.

What We Offer:

- Comprehensive training and development program.

- Opportunity to work with a leading FMCG company.

- Exposure to diverse sales and marketing strategies.

- Mentorship from experienced sales professionals.

- Competitive salary and benefits package.

- Opportunities for career advancement based on performance.

Job Type: Full-time