Talent Acquisition at HCCB
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Coca Cola - Executive - Sales (4-6 yrs)
Vertical : Sales
Job Function /Sub Function : Sales-Alternative Beverages
Job Objective : To Manage a distributor/s for a specific territory where S/he drives the Sales Volume by brand and pack on a daily basis for primary and secondary volumes & build capability of the distributor salesmen for outlet expansion
Position Reports To :
Administrative Reporting : Area Sales Manager
Functional Reporting : NA
Supervises : Distributor Salesmen
Key Customer :
Internal Customers : Finance & RTM & Capability Development & Channel Marketing & CDE
External Customers : Distributors
1. To drive Sales productivity by tracking productivity measures (DMR, PJP Compliance, Productivity, % Outlets Billed) of DBSMs and plan OJT with DBSMs to improve the same
2. To coordinate daily with the Distributor for fulfilling the Sales Objectives and to define route plans of the DBSM to optimize coverage cost effectively.
3. To carry out OJTs with DBSMs to improve Execution skills on the job.
4. To propose Discount spend for given set of outlets
5. To utilise merchandising elements productively by merchandising as per the standards. Prepare DBSM wise action plans for improving HE etc. Execute Channel Programmes, Promotional activities for the given set of outlets.
6. To follow defined norms for cooler installation, pull out process and regular cooler sign off process
7. To evaluate performance and skills of DBSMs and provide inputs via on the job coaching, training etc.
Job Requirements :
- Minimum Education : Graduate in any field. Preferred post graduate qualification in marketing
- Minimum Work Experience : 4-6 years of experience
- Critical Experiences/Exposure Required : Experience in FMCG sales and marketing
Functional Competencies :
- Market Execution - Competent
- Customer Management- Relationship Management - Competent
- Customer Management- Financial Management – Working Knowledge
- Analytics - Productivity Analysis - Competent
- Distribution Management- Distributor Management – Mastery
- Sales Management- Infrastructure Management - Competent
Language Proficiency : Hindi, English, and / or Knowledge of Local language
IT Knowledge : Working knowledge of MS Office
Travel : 50% to 70%
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