Senior Officer Sales Coimbatore

Location: Coimbatore, Tamil Nadu, India

Position Title :Senior Sales Officer

Summary:

To achieve primary & secondary sales target, create visibility for the product, increase the width of distribution network and ensure timely collections and commercial viability.

Major duties & key responsibilities:

Market Execution

Understands and can drive secondary sales

Handle beat efficiently.

Able to coach TSIs

Design & handle beats to achieve better throughput per beat / per TSI.

Ensure effective merchandising

Drive range selling

Business development

Understands DPL (Dealers per lakh)

Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory

Able to map & restructure town/territory accordingly to business requirements.

Taps local events & opportunities for incremental business.

Engage with KEY retailers

Channel Partner Management

Ensures proper communication of norms & monthly sales objectives to the channel partner

Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW.

Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss

Identifies new channel partners

Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest.

Influence & engage channel partner to align him to business objectives.

Manage contingencies like TSI attrition, transport availability etc.

Selling & Negotiation

Interact with channel partners & retailers to inform about available SKUs, schemes & price points

Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation)

Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own.

Planning and Execution

Identify growth drivers for business.

Understands the given target, can break it down in weekly/daily numbers beatwise.

Knowledge of brands, sales & distribution, local activities & schemes.

Plan for achievement according to schemes planned, sales initiatives etc.

Able to break targets TSI wise.

Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target.

Communication skills

Comprehends the information and can respond back effectively.

Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back

Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively.

Achievement Orientation

Consistency in target achievement. High on energy level & enthusiasm towards profession & company

Diligent tracking of team's targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.

Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets

Knowledge & Soft Skills :

1. Has Knowledge of DMS, MS-office & formats. Able to update reports as per WOW

2. Understands & uses DMS data for better market implementation to find sources of growth for business

3. Should be comfortable working in Excel. Uses Excel to analyze secondary & primary data, Vlookup, Pivot etc

4. They should be comfortable with English and local language.

5. Should have strong fundamentals in FMCG operations

6. Should have good oral and written communication.

7. Efficient in writing mails

8. Pleasant personality and willing to meet people

9. Should be a go getter and have problem solving attitude

10. Exposure to HHT (online order booking in mobile software).

Competencies:

1. Learning orientation

2. Communicating effectively

3. Drive for results

4. Customer centricity

5. Team leadership

Minimum Education and Experience Requirements:

Education:

Full time Graduate in any field

Experience:

10+ years of sales experience in General trade,

Candidates must have front line sales experience for at least 12 +yrs.

HQ & Territories, Upcountry location, Number of travel days in month to upcountry location.

HQ- Coimbatore Urban (No upcountry Markets)

Experience in Chocolates or food industry only.