Talent Acquisition at HCCB
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Coca Cola - Team Leader - Sales (1-2 yrs)
DEPARTMENT : Sales
JOB OBJECTIVES : To achieve the sales, distribution and merchandising objectives for the specified routes, through a team of Market Developers and Area Developers for a key market (volume and image)
Position Reports to :
Functional Reporting : ASM
Position Supervises : Market Developers and Account Developers
Key Customers : Traditional Trade Retailers
Job Responsibilities :
1. Sales Plan Execution :
a. Coordinate and achieve sales objectives for assigned Territory routes by brand and pack on a daily basis for secondary volumes.
b. Define route plans of the Market Developers, Account Developers to optimize coverage cost effectively and ensure adequate productivity
2. Customer Management : Drive Relationship with Outlets through the team of Market Developers and Account Developers to ensure sustained business
3. Market Expansion :
a. Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years.
b. Take up the responsibility of opening new outlets during market visits and provide necessary support in terms of elements, discounts, coolers etc.
c. Drive conversion of high value/ high visibility outlets to Depth Outlets (Happy Deal, Vision 2020, Teen & College Outlets, Outlets in Emerging Channels) and ensure execution as per Company norms
4. Market Execution : Execute Channel Programmes, 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 MD wise action plans for improving RED parameters, HE etc.
5. People Management :
a. Carry out OJTs with MDs to improve Execution skills on the job. Track PJP Compliance and other productivity Metrics of the team and provide inputs to improve the same via OJT
b. Evaluate performance and skills of MDs and provide inputs via on the job coaching, training etc.
c. Conduct Joint Weekly, Monthly Review with ASM to review performance wrt Sales, Execution Parameters of MDs and work on agreed actions.
d. Review Performance and market issues to be resolved via daily Gate Meetings
6. Budget Management :
a. Propose Discount spend for given set of outlets to drive business.
b. Closely monitor customer outstanding and claims and ensure compliance to credit and other policies.
7. Asset Control : Ensure regular tracking of our Assets and ensure asset movements etc in compliance to the Asset Policy
Job Requirement :
Minimum Education : Graduate/PG
Minimum Work Experience : 1-2 years
Business Knowledge : Knowledge of Sales & Distribution preferably in an FMCG Company
Language Proficiency : English, Hindi, Local Language proficiency is desirable
Travel : 60% of the time
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