Coca Cola - Sales Executive (2-4 yrs)
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Objective : To achieve the sales (Primary and Secondary), distribution and merchandising objectives for the specified routes, through a team of Market Growth Representatives for a key market (volume and image)
Title : Executive - Sales
Function : Premium Category Sales (Premium SKUs involve high Gross Revenue packs such as Sparkling CANS, 1Lt Tetra Juice pack, Energy drink etc.)
Work Location : Ahmedabad
Job Responsibilities :
Sales Plan Execution : Coordinate and achieve sales objectives for assigned Territory routes by brand and pack on a daily basis for secondary, primary volumes (Physical Cases & unit Cases), Gross revenue (GR) & Net revenue (NR).Work with Market Growth Representatives & Account Developers to improve premium numeric distribution & develop outlets for premium category across channels
Customer Management : Drive Relationship with Outlets through the team of Market growth representative and Account Developers to ensure sustained business.
Market Expansion : Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years. Ensure placement of Premium SKUs at these outlets.Take up the responsibility of developing premium routes and improving volume per outlet during market visits and provide necessary support in terms of elements, discounts, coolers etc.Ensure availability of Must Sell Brand flavours in premium outlets through Market Growth Representatives .Market share gain through various ground level interventions such as driving outlet level billing vertically & horizontally.
Market Execution : Execute Channel Programmers, Promotional activities for the given set of outlets. Plan for merchandising elements, coolers based on outlets/ market requirements and as per the RED standards. Prepare MGR wise action plans for improving RED (Right Execution) parameters, HE etc.
People Management :Carry out on job trainings with Market growth representatives (Off Role) to improve Execution skills on the job.Evaluate performance and skills of MDs and provide inputs via on the job coaching, training etc.Conduct Joint Weekly, Monthly Review with Zonal Premium Head & ASM to review performance wrt Sales, Execution Parameters of Market Growth Developers and work on agreed actions.Review Performance and market issues to be resolved via daily Gate Meetings
Budget Management : Propose Discount spend for given set of outlets to drive business. Closely monitor customer outstanding and claims and ensure compliance to credit and other policies.
Asset Control : Ensure regular tracking of our Assets and ensure asset movements etc in compliance to the Asset Policy.
Distribution Management : In routine ensure monitoring distributor ROI, SKU wise margins, DMS (Distribution Management System), scheme spend distributor to market outlets and premium stock availability at distributor end.
Supervises : Market Growth Representatives and Account Developers
Internal & External Stakeholders : Distributors, Retail Customers, Enabling functions (such as Distribution, Channel team etc.)
Direct Reports : Yes
Grade (Internal Reference) : 6
Reports To : Zonal Premium Head
Business Knowledge : Knowledge of Sales & Distribution preferably in an FMCG Company
Functional Skills : Excel working, data analysis
Job Requirements :
Qualifications: Graduation or MBA
Experience : 2 to 4 years
Travel : Continuous travel within the designated area , 80% Travel in a month
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