Area Sales Executive

Job Description

Responsible for driving secondary value & volume objectives for the Modern Trade Channel (MT)in the assigned accounts

Key Stakeholders

Internal : Sales Admin, Depot, Replenishment & Supply chain team.

External: AW & AWSM, PSM, Merchandisers & Supervisors.

Desired Competencies

In store execution, Business Development, Channel Partner Management, Selling & Negotiation.

Experience

At least 5-7 years of relevant experience preferably with FMCG background

Key Responsibilities

Ensure achievement of secondary sales targets

• Setting objectives for AW/Accounts

• Breaking objectives for AWSM (beat-wise)

• Ensure communication of objectives to AW/Accounts

• Periodic tracking of objectives

AW Management

• Align, support & motivate AW to meet business objectives

• Ensure adequate infrastructure & systems

• Act as a commercial interface between AW & BIL

Coach, manage & evaluate AWSM performance

• Coach AWSM on BIL best practices & WOW

• Train AWSM on Sales Call Process

• Evaluate their performance periodically

• Provide on the job support / guidance for addressing territory specific issues

Ensure adequate service level in market & build business in existing & new outlets

• Ensure adequate servicing at dealer points

• Maintain relations with existing dealers

• Increase the depth and width per dealer

• Prospect new outlets

• Perform activations as per decided by ASM

Execute visibility implementation & Merchandizing

• Ensure adherence to plan-o-gram

• Ensure execution of primary & secondary Merchandizing

• Ensure execution of Visibility Implementation

Implement launch of new consumer promos / trade schemes & new products

• Operationalize new product through communication & sampling

• Effectively communicate schemes to AWSM to ensure right sell-in at the dealer point

• Track & review performance of new products / schemes

Market Intelligence

• Collect & report required market information on competitor activities like promotions (trade & consumer), service day, off-take, prices, new launches, visibility etc

Maintain records & systems

• PJP data

• MIS reporting

• Ensure Hub of UDAAN

Represent Britannia for consumer complaints

• Visit consumer to address & sort quality complaints.

• Inform Quality about status of complaint