Area Sales Executive – Modern Trade , Hyderabad

from 2 to 6 year(s) of Experience
₹ 6,00,000 - 7,00,000 P.A.

Job Description

Roles and Responsibilities

Purpose of the Role :

- Deliver the sales objectives of volume, value, market share and in-store execution; and does the customer facing role for Britannia in the region

- This role will work with cross functional team of MT (KAMs, Customer Marketing, Supply Chain and Commercial).

- Ensure delivery of the channel plans at the store level, ensure merchandising (basis norms), drive field efficiencies, and ensure a robust engagement & relationship matrix with MT customers (inc distributors) at a region level.

- This is a leadership role where the incumbent not only lead the team but also lead the region, and build Britannia imagery in MT

Areas of Responsibility :

Define monthly and quarterly plans to drive volume, value, market share and activations in the region :

- Firm up sales development plan to drive month and quarter priorities of the channel/region

- Manage order generation through customers and order execution. Led by field team, and closer working with supply chain and KAM

- Plan and Execute brand activation / channel activations at store level by working closely with KAM, CMM, Customer team

- Manage supplies for indirect parties (supplied by distributor)

- Detailed data analysis of Nielsen, Internal Sales, Customer Offtake and activation to understand the gap and opportunities & build plans basis that

Drive Merchandising, and in-store execution :

- Manage the merchandising agency and team

- Responsible to ensure execution of merchandising KPIs eg. attendance, beat adherence, share of shelf (SOS), availability, promo execution, asset execution & management etc

- Continuous team engagement to ensure high retention in merchandiser & promoters

- Train team to deliver differentiated and innovative displays in the store

Drive field efficiencies :

- Brand level distribution, Range Selling (unique lines), Dairy distribution, FoB (frequency of billing), TLSD, SAMT Growths & TLSD (stand alone modern trade), focus brands availability, in-store execution (promo, visibility elements, activation KPIs), secondary fill rate

End to end Customer wiring leading to superlative in-store execution :

- Lead the SAMT (stand alone modern trade) and regional chain planning

- Involves TOT planning & adherence, Business planning, Market share deliverables

- Be the face of company for all accounts at a regional level. Drive engagement and business through regular reviews

- Establish and run relationship matrix between field team and customer store team, through regular visits (basis norms), reviews and business planning

- Competition understanding through customer discussions and field visits

- Bring out opportunities and gaps for the larger team (esp. KAM) to work upon

Commercial Management :

- Ensure commercial adherence in promo execution from distributors and pricing check at store

- Claim management from distributor to commercial team; and system through portal

- Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and Champion's Scorecard and discuss with the Team

New Product Management :

- Work closely with KAM, CMM, Supply chain to understand the channel priorities on new launches/ channel specific plan

- Robust plan to roll out GTM (go to market) strategy, superlative execution in terms of distribution and basic field efficiencies

- Regular review and progress tracking with team

Role:Sales Executive / Officer

Salary: 6,00,000 - 7,00,000 P.A.


Functional Area:Sales, Retail, Business Development

Role Category:Channel Sales

Employment Type:Full Time, Permanent


UG:Any Graduate in Any Specialization

PG:Post Graduation Not Required

Doctorate:Doctorate Not Required

Company Profile

Talent Leads HR Solutions Pvt Ltd

Talent Leads HR Solutions (P) Ltd. is an Executive search & Recruitment firm managed by a team of professionals. We conduct searches for top, senior and middle level professionals for startups and large organizations across multiple industries throughout India. Our foundation stone is our commitment to client satisfaction, deep regard for personal relationships and dedication to quality. We maintain the highest levels of integrity, confidentiality and professionalism in serving our clients and employ the most transparent search process. We accept only those mandates to which we are confident to deliver superior results and consciously restrict the number of clients in a specific industry to avoid off limit issues.
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