Territory Sales Manager - FMCG Chocolates; TN

Location:

Tamil Nadu, India

Position Title :
Sales Officer Tamil Nadu

Summary:

To achieve primary & secondary sales target, create visibility for the product, increase the width of distribution network and ensure timely collections and commercial viability.

Major duties & key responsibilities:

Market Execution

Understands and can drive secondary sales

Handle beat efficiently.

Able to coach TSIs

Design & handle beats to achieve better throughput per beat / per TSI.

Ensure effective merchandising

Drive range selling

Business development

Understands DPL (Dealers per lakh)

Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory

Able to map & restructure town/territory accordingly to business requirements.

Taps local events & opportunities for incremental business.

Engage with KEY retailers

Channel Partner Management

Ensures proper communication of norms & monthly sales objectives to the channel partner

Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW.

Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss

Identifies new channel partners

Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest.

Influence & engage channel partner to align him to business objectives.

Manage contingencies like TSI attrition, transport availability etc.

Selling & Negotiation

Interact with channel partners & retailers to inform about available SKUs, schemes & price points

Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation)

Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own.

Planning and Execution

Identify growth drivers for business.

Understands the given target, can break it down in weekly/daily numbers beatwise.

Knowledge of brands, sales & distribution, local activities & schemes.

Plan for achievement according to schemes planned, sales initiatives etc.

Able to break targets TSI wise.

Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target.

Communication skills

Comprehends the information and can respond back effectively.

Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back

Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively.

Achievement Orientation

Consistency in target achievement. High on energy level & enthusiasm towards profession & company

Diligent tracking of team's targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.

Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets

Knowledge & Soft Skills :

• Has Knowledge of DMS, MS-office & formats. Able to update reports as per WOW
• Understands & uses DMS data for better market implementation to find sources of growth for business
• Should be comfortable working in Excel. Uses Excel to analyze secondary & primary data, Vlookup, Pivot etc
• They should be comfortable with English and local language.
• Should have strong fundamentals in FMCG operations
• Should have good oral and written communication.
• Efficient in writing mails
• Pleasant personality and willing to meet people
• Should be a go getter and have problem solving attitude
• Exposure to HHT (online order booking in mobile software).

• Learning orientation
• Communicating effectively
• Drive for results
• Customer centricity
• Team leadership