Business Development Executive-General Trade || Location- Pune

The Business Development Executive is responsible for the sales performance and the profitability of the Traditional Trade / General trade Channel (as defined by Nivea India) for the assigned Territory within a region (defined by Nivea as North, East, West, South and Central). He/she assist the Area Sales Manager (ASM) in delivering the overall regional sales objectives, supervises, fine-tunes and monitors the execution and takes pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies' policies and strategies.

He/she heads and coaches the distributor Sales Team in the territory. It is his/her obligation to form an efficient and effective team that is perfectly cooperating with all internal and external partners.

Successful performance requires

Strong communication and negotiation skills

Sound forward thinking and planning skills

Analytical skills to handle complex situations

Taking the full responsibility for decisions and repercussions

Clear commitment and vision to steer the distribution team

Detailed Responsibilities (non-conclusive):

Business Objectives

1. To achieve volume and value objectives of the assigned territory within budget, time and policy parameters through efficient control of the network under charge

2. Executing the agreed strategic alliances with key outlets

Timely implementation and follow-ups for monthly activity/ promotions specific to outlet and chain

Liaison with Merchandising team for branding activities at stores

3. Operating all Schemes & Promotional Activities (Marketing & Sales) as per prior approvals and discussed during the monthly review meetings

4. Responsible for Controlling Dominant shelf space in the Key Accounts

5. Managing health of distributor channel on a monthly basis

6. Assisting the Area Sales Manager at Sales forecasting Brand and SKU wise while looking at the Market Potential

7. Training & Development of distributor sales team, providing timely feedback in the market & through monthly review and meetings

Financial Responsibilities

1. Documentation of outlet expenses (damages, trade schemes, promotional expenses, visibility expenses) on a monthly basis for audit purposes

2. Settling distributor and outlet claims (within stipulated timeframe)

3. Submitting NOCs (No Objection Certificate)

from distributors on a quarterly basis

from Traditional Trade stores on an annual basis

4. Efficiency tracking of all the investments and promotions in all the outlets

Distributor Responsibilities

1. Ensure all planned distributors in the zone are appointed in time and are operational through proper coordination

2. Evaluate the performance of the distributors

3. Responsible for destroying damaged/ expired goods in physical presence at distributor premises with prior approval

4. Ensure optimal distribution cost by reviewing Routing & Scheduling on a quarterly basis

5. Monitoring inventory control, thereby ensuring ready availability of the stock as per the market demand and implement effective logistic strategies

6. Appointment of DSR, Salesforce by identifying gap and for optimizing width & Depth of Distribution

Outlet Responsibilities

1. Ensure gold standard merchandising (display / visibility) by executing set planogram

2. Maintain a database of all Traditional Trade outlets (administrative, commercial, business details)

3. Plan a regular (monthly) journey plan for regional Traditional Trade personnel with ASM

4. Maintain company assets in Traditional Trade outlets

5. Ensuring timely Implementation of Visibility, Promotional Schemes, and Display of POP material, Banner, Billboard Etc.

6. Plan and implement promotional campaigns suiting the customer segments in the local market responsible for utilization of promotional budgets for the territory

Competition Tracking Responsibilities

1. Reviewing and interpreting the competition after in-depth analysis of market information to fine-tune the marketing strategies

2. Ensure proper and immediate feedback for appropriate and timely action

Reporting Responsibilities

1. Meet all reporting schedules to ensure accuracy of information

2. Monitor results on weekly / monthly basis to determine deviations from plans and take necessary corrective actions

3. Administrative reporting to the Area Sales Manager of area concerned

4. Keep track of Secondary Sales, and regularly conduct reviews with extended sales team

5. Responsible for MIS reporting with online IT enabled system

Required Qualification:

Education: Graduate in any principle

Degree / Diploma in Business Management or related subject preferred

5+ years of experience in Sales

Minimum 2 years responsibility for handling Traditional Trade in India

PC Know-how: Good Microsoft-Office skills

Languages: Basic command of spoken and written English

Regards,

Team HR