Territory Sales Executive

Greetings from Avani Consulting..

we are hiring for
* TSE  Kochi (PAN Kerala)- Modern trade sales
* Sr No Key deliverables :

1 Field Work
Driving Secondary Coverage as per APO Plans
NPD - Listing & Launch Plan
National/Regional TOT's - Ensuring Compliance and execution of all National ToTs for the assigned Territory.
Expansion of Brand/SKU presence for products
- Fair share of Shelf
- Ensure delivery of fair category share, Influencing Planogram share ve efficiency indicators Fill rates, Stock freshness, availability and visibility norms
Drive and effectively execute various store level agendas like visibility, promotion and activation as per plan
Executing visibility plans. Execution of visibility elements chain wise
Drive PDA Usage

2 DD & MT Chains Management
Handling Direct and Indirect chains - Big Bazaar, Trent, Spencers, Max Hyper, Food World, Food Express, Nilgiris, other SAS chains etc
Constant interaction, negotiation and relationship building with the respective Category Managers to ensure business plans, non volume expectations and enhanced visibility post thorough Cost Benefit Analysis.
Liaison with different functions like supply chain, commercial and category teams of the chains and the company
Build good network and relationship with Chains & Effectively addresses issues/Conflicts, If Any
DD Appointment and Removal as per Norms
Motivation of DD
-Ensure Healthy ROI Earning, Increasing involvement
DD s claims and Reconciliation - Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms for all Cover
TMR Hard Copies collection by TSE 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, FF, Godown, Computer
Able to build healthy relationship with respective Category Managers to ensure business plans, non volume expectations and enhanced visibility post thorough Cost Benefit Analysis.

3 Promoter/ISR/Merchandiser/Supervisor
Selection, Training , Induction & On-Boarding of MT FF
Conducting compulsory class-room Training all FF every cover
Ensuring skill Upgradation and capability building of Modern Trade team.
Calculate salaries of FF every month
On The Job Training (Each Cover) /Hand-Holding to Promoters:
Selling Skills, Product Knowledge, Merchandising, New Product Launch
Merchandisers Management
Carrying out periodic assessment of the team and deciding on the grade
Recommending salary revision of all FF every year
Managing ad-hoc additional promoter/agency promoters

4 Business Planning & Review
Planning and offloading monthly plans, schemes and visibility to chains
- Promoters and ISR
- Basis P3M, Chain wise Contribution, Market Share, Top Brand, NPD, Growth
Monitoring and analyzing in-store gaps and ensuring Store fills, Healthy MBQ, Brand wise growth/De-growth
Conducting JC Meeting:
Reviews the chain, MT FF periodically and at SKU level with respect to purchase order, fill rates, stock outs - Highlighting Out of Stock, If Any
Planning and Executing Special Drives Like Big Day, etc effectively
Carry Competition Benchmarking - Proactive steps to take up competition by aligning supervisor and aggressive Planning, Execution and Review to stay ahead of competition at all times
Planning and offloading monthly plans, schemes, Special Agendas and incentives to MT FF from long term perspective :
Aiming at overall growth, Market Share
Planning chain-wise special supports, visibility and activations in order to achieve monthly plans
Reviewing fill rate

5 Reporting and Database Management
Understanding of Midas and Mi Net
Maintain sales data daily, block wise, monthly, quarterly and annual basis. Data reporting:
Off take Data(Monthly, Weekly), Bill Wise Item Wise, TOT Claims
TSE - Off Take Tracker for all promoter led stores
Providing Sell Out Rate for all Cash & Carry Stores every week
Maintaing record of all outlets in the HQ-chainwise
TMR, JC MOR, Block 1, Block 2 and liklies
Submission of Claim - Entry of E
- Claims
Providing top store stock report every week

6 Financial & Commercial Acumen
Ensure commercial discipline is maintained as per ToT in transactions with Modern Trade chains and facilitating timely Account Reconciliations.
ROI Calculations as per Norms
Understand pricing cascade
L &D Policy - Procedure for submission and issuing of L&D claims
DD Appointment & Separation as per Policy - Taking Care of Financial Perspective
Claim Management - Timely Entry, NOC As per Norms
Calculating/Claiming Margin Diff/TOT Claims of the DD every Month
Claiming FF Salaries every month
Collection of payments from certain chains like Spencers, Future Value Retail as per credit day norms
Providing all visibility photographs during claim submission

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