Senior Sales Executive - FMCG

Sales Turnover :

a. Sell franchise products within a territory

b. Make significant contribution to the development of the region's business plan

c. Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives

d. Anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap

e. Successfully negotiate and close complex deals.

f. Lead in organizing trade displays and Conferences when required.

Territory Management

a. Conduct SWOT analysis for the territory responsible

b. Develop/implement sales strategies and plans to achieve sales target

c. Set realistic, attainable sales objectives by account and product group, and by monthly, quarterly, and annual targets

d. In-depth understanding of customer needs to identify sales opportunities

e. Actively pursue tender/contract opportunities

f. Responsible for maintaining/gaining market share in the territories handled as per plans

g. Creatively plan for expansion of challenging territories and conversion of difficult accounts

h. Participate in developing promotional support materials for use during sales calls

i. Has broad understanding of internal organization (J&J) resources, priorities, needs relating to the business operations and achievement of sales plan

j. Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process

Professional Education and Customer relationship :

a. Develop and maintain strong relationships with all levels of customers

b. Develop key opinion leaders in the region and make engagement plan with them.

c. Maintain optimum call cycles to build customer relationships.

d. Proactively identify Professional Education needs to develop the awareness level among customers

Product and Market knowledge :

a. Expert knowledge of product's features, benefits, correct product application and usage, anatomy, physiology and medical procedure, knowledge, through practical experience, training programs, and learning from key end-users

b. Has thorough information on competitor's structure, culture, manpower, distribution, capabilities and weaknesses

c. Analyze market trends, identify threats and opportunities and recommend and implement strategies and plans to address them

d. Share competitive information and suggestions for countering competitors with colleagues

e. Thorough knowledge of customer's support for competitive products and services and develop plans to differentiate J&J/competitive offerings, to effectively influence customer preference to J&J offerings

Expense, Equipment and Samples :

a. Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity in assigned territory.

b. Seek prior approval for budget variations

c. Ensure compliance of team to sample issue and co-ordination guidelines

d. Agree expense budget/guidelines with immediate Manager

e. Plan sample and expense utilization to optimize usage while remaining in budget

People Management :

a. Set goals for all team members

b. Conduct quarterly discussions with all team members

c. Create development plans for all team members

d. Complete year-end evaluation for all team members

e. Share field visit reports with individual team members after each visit

Self Development :

a. Identify specific actions to improve job performance in specific areas

b. Participate in nominated training programs

c. Active self-learning strategies to maintain knowledge

d. Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training

e. Effectively apply new learning on the job

Corporate Ethics :

a. Maintain a responsible and ethical approach while actively pursuing business outcomes

b. Conduct business within ethics and values expressed in Credo

c. Relationship with customers based on high ethical standards

Salary Offered : 16-22 LPA