Territory Sales Executive - Modern Trade - FMCG

Reports To : Area Sales Manager

Note : Candidate should have good exposure in Modern Trade in Vijayawada and near by places.

Key Purpose :

- Responsible for the distribution and display of General Mills India range of products in the area assigned to him in order to achieve Sales Target.

- Achieve retailing volume and collection targets that have been assigned to the SO territory through effective distributor management.

- The incumbent will be responsible for increasing distribution and sales in assigned territory.

Key Responsibilities :

- Achieve assigned Sales Targets and Retailing Volume through good sales techniques

- Retailing - Ensure through DSM or self, that GMI products are sold to all the relevant outlets in his territory.

- Distribution - Ensure that each Category of Products is available in the targeted number of outlets in the territory.

- Visibility - Ensure that products are visible to consumers in all the outlets that we service.

- Ensuring continuous availability of all SKUs with the WB.

- Increasing Distribution - Increase the physical reach of distribution as per targets given and when necessary, identify new Distributors.

- Service - Ensure the outlets in his territory are serviced as per the requirement of the market i.e. at the optimum frequency.

- Ensure that the WB stocks, claims and out standings are managed as per norms. Ensure that a WB gets a return on Investment of at least 24% to about 36%.

- Impart regular training on Selling skills, Product knowledge and other relevant areas to DSMs on a regular basis to keep them updated

- DSM Management - Ensure that DSMs work as per company norms on mandays, collage, productivity and visibility.

- Monitor and report of competitor activities to concerned stakeholders.

Additional Responsibilities :

- Ensuring prompt, correct and regular reporting of data to the company.

- Implement innovative ideas to create excitement and drive sales around the brand through local promotions, display contests etc.

Key Interfaces :

Internal: Regional Commercial Team & ASM

External: DSMs, WBs, Retailers, CFA & Consumers

Dimensions :

- 40 calls per day, of which 60% should be productive and 23 man-days per month of Retailing.

- Has, on an average 4 DSMs reporting to each SO

Incumbent Profile :

- Incumbent should be a graduate, MBAs will be preferred/ MBA with 3 to 5 years of experience in the area of FMCG sales.

- Knowledge of the territory and the the local language is a must.

- Incumbent should be driven and enthusiastic.

- S/he should have the ability to build rapport and good relationships with outlet owners.

- Should have a sense of accountability and responsibility, and be self-motivated.