State/ Area Sales Operations Professional - Traditional Trade

Execution of the Annual Sales Plans for the State/s with a focus on each of the following:

Market Share

Customers

Channels

Product Categories

People Development

Business Key Result Areas:

Consistent (Primary & Secondary) target achievement for the said brands, categories

Ensuring Brand Coverage/ Presence

Increasing the Market Share

Channel Development

People Development

Operations:

Sales Management

Accurate Annual Sales Forecast, Budgeting & Achievement as per plan

Sales Plan Preparation, Goal Setting & Target Management Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)

Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team

Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc

Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the the Trade Marketing Team & the Sales Head

Achieving the Product Mix Targets

Sales Team Building, Development, Motivation & Management

Sales Reviews & Performance/ Productivity Management

Process Compliance

Driving Automation (SFA) Bizom usage in the team

Customer Relationship Management

Returns Management

Business Intelligence & Analytics (External & Internal)

External Market & Competitor Information for various decisions Pricing, Trade Schemes, Products, Policies, etc

Policies & SOPs Implementation:

Sales Process Implementation

Distribution Policies & Channel/ Partner SLAs

Customer Credit Policies

Returns Management

All other policies implemented from time to time

Liaison:

Commercial Team/ SCM Team etc

Profile:

• Overall traditional trade sales experience of around 5 to 10 years
• Should have independently handled area sales operations for at least one division/ Brand in the FMCG industry for at least 3 to 4 yrs
• Should have a proven channel development & sales growth track record in his/her previous organizations
• Should have worked in multiple territories as a part of his/ her sales role i.e. Should have a complete insight of the said Area sales trends, culture, distribution etc
• Strong understanding of Trade Marketing Strategies
• Strong Financial & Business Acumen
• Data Oriented Decision Making
• Experience with handling sales related process automation tools would be an added advantage