609 Secondary Sales Jobs

Main Purpose

• To strive to enhance market share of FLI range, penetration and visibility in a given territory and resolve matters with the Distributors, RSA and Accounts

Accountabilities

1. Distributor Management:

• Sourcing and Appointment of Distributors as and when required
• Motivating and Coaching the Distributor Team and handholding where required
• Handling distributor issues with regard to claims and ROI
• Taking care of route operations, market scheming and breakages at the Godown
• Manage stock levels to ensure continuous availability and regular rotation

2. Driving Volume and Growth in the given Territory:

• Managing Primary and Secondary sales
• Operation of trade schemes within the allotted budget
• Ensure appropriate distribution across the territory as per norms
• Identify and target new accounts
• Effectively communicating the strategies through gate meetings
• Proposing for discount to the Accounts as necessary.
• Driving of Marketing and Growth initiatives
• Ensure hygiene conditions met by all distributors/stockiest
• Correctness of claims by stockiest, Damaged stock, Overcharging by stockiest, Godown condition

3. Merchandising and Promotion

• Manage stock levels to ensure continuous availability and regular rotation
• Fill and rotate all racks, displays
• Respond to dynamic changes to changing demand off take thru changes in servicing

norms, SKUs, signage etc., on a day to day week to week basis

• Ensure execution quality (Sales Building Blocks)and imperatives in Territory viz.,

Coverage, Availability, Visibility, Purity of racks, Stocking Norms, Opportunity conversion
4. Channel Management

• Awareness of various channels like grocery, eateries etc
• Awareness of upcoming channel opportunities and how to tap them effectively
• On boarding of particular channels to our existing channel-specific schemes
• Channel market intelligence from the market gathered through team/ other sources into the

Regional management
5. Managing/ developing his team

• Coaching of RAs
• Being a communication channel between the company and the Distributor Salesmen i.e., RSA.

Allotting clear responsibilities to team members- assigning targets etc.

• Train RSA to identify opportunities at retail outlets and to maximize opportunity conversion
• Retention of RSAs