Sales Officer

A. Sales Target & Business Achievement

• Achieve assigned primary and secondary sales targets for the territory.
• Drive achievement of monthly, quarterly and annual sales objectives.
• Monitor SKU-wise, distributor-wise and outlet-wise sales performance.
• Identify business opportunities and develop plans to achieve incremental sales.
• Ensure effective execution of sales plans and schemes in the assigned territory.

B. Distributor Management

• Manage day-to-day operations and business relationship with distributors.
• Ensure adequate stock availability at distributor points.
• Monitor distributor inventory, stock ageing and product freshness.
• Ensure timely order placement and replenishment.
• Review distributor performance and address operational issues.
• Ensure proper implementation of company schemes, discounts and trade promotions.

C. Market & Retailer Coverage

• Conduct regular market visits and ensure planned beat and outlet coverage.
• Develop and maintain relationships with retailers and channel partners.
• Ensure availability of the complete product range at retail outlets.
• Identify new outlets and expand numeric distribution.
• Ensure effective coverage of priority outlets and potential markets.
• Monitor competitor activities, pricing, schemes and product launches.

D. Distribution & Product Availability

• Drive numeric and weighted distribution across the assigned territory.
• Ensure right SKU, right quantity and right stock at the right outlet.
• Focus on improving distribution of new and strategic SKUs.
• Monitor stock-outs and take corrective action.
• Ensure proper implementation of FIFO/FEFO principles wherever applicable.
• Maintain product freshness and minimize expiry/near-expiry stock.

E. Visibility & Merchandising

• Ensure proper product visibility and merchandising at retail outlets.
• Implement company-approved POSM, displays, racks, danglers and branding.
• Ensure correct product placement and planogram execution where applicable.
• Monitor competitor visibility and take appropriate corrective measures.
• Ensure zero-damage and proper handling of company assets/materials.

F. Order Booking & Sales Execution

• Generate orders from retailers as per market potential and stock requirement.
• Ensure timely communication of orders to the distributor/channel partner.
• Monitor order fulfilment and address delivery-related issues.
• Ensure effective execution of PFD / order-to-delivery processes as defined by the company.
• Minimize order loss, stock-outs and sales returns.

G. Market Intelligence

• Track competitor pricing, schemes, promotions and new launches.
• Gather retailer and distributor feedback.
• Identify changing consumer preferences and market trends.
• Share actionable market intelligence with the reporting manager.
• Identify opportunities for new product penetration and market expansion.

H. Collection & Commercial Discipline

• Support timely collection of outstanding payments from distributors/retailers as per company policy.
• Monitor distributor credit limits and outstanding balances.
• Ensure adherence to company commercial policies.
• Coordinate with the concerned teams for resolution of billing, claims and commercial issues.

I. Market Expansion

• Identify new markets, distributors and retail outlets.
• Increase outlet penetration and improve territory productivity.
• Develop new business opportunities within the assigned geography.
• Support launches of new products and expansion of existing products.