Territory Sales Officer

TSO

JM2

Graduate + MBA (Optional)

24 32 Yrs

3 – 5 years of Experience

Key deliverables :

Monthly Target Achievment: 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

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

DSR/Merchandiser

DSR Interview, Selection, Induction

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

Reviews the respective DSR’s 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

Financial & Commercial

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

Business Planning

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

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

Channelwise Distributor wise Bpm and Key Brands Vol Growth/Degrowth

Programmewise Distributor wise Bpm and Key Brands Vol Growth/Degrowth

Last 2 Years Bandhan/Umang/Unnati Pivots

Area Sales Manager

Channel Partners

Regional Commercial

Depot Personnel