Territory Sales Executive - B2C

Business Title: Territory Sales Executive B2C                                                                      

Global Job Title: Executive                                                          

Reports to: Manager

Global Function: Commercial                                                      

Global Department: Sales      

Role Purpose Statement:

This is a new market and will be Key growth areas for the regional business. They need a close monitoring and Distribution expansion and better focus on infrastructure building. The key responsibility and ownership will bring business growth in the required location.

Main Accountabilities:

• To Manage current distribution network of distributors in the said location.
• Expand distribution network, primarily in the said location.
• Drive sales volume in entire area.
• This being a new market will have to develop the market for achieving year on year growth for the next 3-5 years.

Impact/Dimensions:

• Major sale of High profit categories ie VP, Oils like SFO will come from this area only, hence consumer focus and market service need to be of highest quality, along with market activation.

Key Performance Indicators (KPIs):

• Achieve annual Volume and MAV Targets on monthly/Quarterly basis.
• 100% Geo tagging of created outlets.
• DMS installation at all Distributors above 5 mts avg monthly sales.
• Timely payment collection and Aged AR of less than 10% of total AR
• No expiry of Forecasted stocks in assigned depots.

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.
• Build personal relations with Self-service Stores, which contribute significantly.
• Driving secondary sales.
• Sales Forecasting with 90-95% accuracy.

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/ SSS and update them on emerging market trends, to build long term relationship.

Knowledge and Technical Competencies:

• Understanding of FMCG business with an ability to design GTM and execute the same through sales team.
• 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 Hindi, should also be good in English writing and speaking.
• Computer knowledge is must.