20/12 Saloni Arneja
HR at Mccain

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McCain - Executive - Business Development (3-7 yrs)

Bangalore/Chennai Job Code: 874992

BUSINESS DEVELOPMENT Executive - Banaglore and Chennai ( Retail Sales)

Primary Purpose of Role

A Sales Executive's role concentrates on achieving targets through best in class execution and service in Modern Trade and General Trade outlets. With the potential of booming growths in the non-metro cities, towns and villages, outlet coverage and new town expansion is a key focus area. Besides this, the role-holder will be responsible for maintaining commercial hygiene as well as stock hygiene. Finally, the real impact of the role is seen through building and maintaining effective relationships with the Distributor, Salesmen, Promotors, as well as within his Line Manager team.


Sales Focus :

- Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms

- Sales target setting and monitoring for Distributors, TSI's at a beat level

- Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations

- Sales projection for distribution business

Area & Business Planning :

- Identify potential towns & appoint distributors in line with business strategy

- Plan & allocate ISR's basis market potential

- Formulate & execute the secondary sales plan - Area wise, distributor wise, Brand wise, SKU wise

- Conduct JCM's for all TSI's every month and review area performance

Distribution Management:

- Ensuring quality of market coverage through effective use of TSI and distribution network

- Develop and ensure implementation of Distribution plan across distributor territories

- Ensure category availability, visibility & freshness (Stock rotation)

- Ensure that the TSI's are servicing the market for breakages & stock destruction

- Formulate and ensure implementation of trade & consumer promotion plans

- Support micro marketing/ customer activation initiatives planned for the area.

- Competition tracking & providing inputs to the ASM

Distributor Management :

- Educate and train the distributors on DMS systems & processes

- Ensure optimal stocking levels and high billing efficiency for all distributors

- Ensure distributor compliance to agreed service levels & credit terms

- Review distributor financial health (pipeline and outstanding)

- Ensure that the claims of the distributor are settled through DMS within specified time limits

People management and development :

- Facilitate hiring & induction of TSI's to ensure alignment to - DMS ways of working-

- Enhance TSI effectiveness through training & coaching

- Supervision of TSI working (PJP, Itinerary, expenses etc.)

- Periodic review of TSI performance and feedback

- TSI retention through high engagement and motivation

Code of conduct and compliance to stat / regulatory norms :

- Adherence to code of conduct

- Conformation to all financial and administration systems

- Compliance to statutory and regulatory norms

Key Behavioral Competencies Required :

- Influencing Skills

- Ability to influence others and gain support from stakeholders within and outside.

- Develop beneficial relationships to win support, gain co-operation or overcome objections to progress objectives.

- Developing People

- Ability to adequately supervise and build a high performing team by providing them with resources, coaching, feedback, training and stretched responsibilities to build their capabilities

- Fostering the development of others by providing a supportive environment for enhanced performance and professional growth

- Customer Focus

- Identifying and responding to current and future customer needs

- Focusing the team/organisation on adding value to customers and taking actions to build customer value

Key Technical Competencies Required :

- Business Planning and Development

- Ability to plan for sales targets, sales projections and stock planning

- Ability to identify potential business partners, geographies, channels

- Understanding market place dynamics and pulse of trade and shoppers

- Distributor Management

- Distributor financial management, commercial policy, investment and ROI

- Management of distributor resources, i.e. selling infrastructure, warehousing, logistics and IT systems

- People management

- Capability building through training and coaching, Hiring and induction of sales reps

- Monitoring and management of sales rep performance

- Engagement through market work, recognition and teamwork

- Sales Management

- Planning for target achievement

- Management of coverage through effective route planning, visit frequency optimisation and PJP control

- Management of distribution through TT billing efficiency, must stock lists, and stock rotation

- Visibility management

- Relationship management

Experience & Knowledge Required:

Qualification & Experience :

- Graduate in Arts / Science / Commerce from affiliated university / MBA from good university / Graduate from National Institute of Sales

- Experience of years in field sales in FMCG sales only.

- Preferred companies are Colgate, Marico, J&J, Dabur, Heinz, Cadbury, Perfetti & RCI.

- Knowledge

- To possess a complete territorial knowledge

- Knowledge of brands, prices, margins and activities of both own products and competition

- Working Knowledge of Ms Office

- Knowledge of local languages other than English

Team span: 3/ 4 (Salesmen/ Sales Representatives-) TSI

Min. Qualifications: MBA or equivalent (Preferred) & Graduate ( Any)- mandatory Experience in Years: 3 Years to 7 Years Experience Type:: Min 1 yrs in pure-play FMCG company

Primary Location: Bangalore and Chennai

Diversity candidates :preferred

Women-friendly workplace:

Maternity and Paternity Benefits

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