Trade Sales Manager - Consumer Products

JOB ROLE:Trade Sales Manager

REPORTING TO:Regional Manager - Trade Sales

TYPE OF ROLE:Individual Contributor Role

BU/ DIVISION:Consumer Products- Trade Sales

JOB PURPOSE:

TSMs execute sales plans on the ground, working closely with distributors and retailers to drive sales.

KEY RESPONSIBILITIES

- Business

Secondary Sales:

• Achieve daily/weekly secondary targets.
• Drive DSO R&R and other engagement programs
• Achieve monthly & Quarterly targets (DOA & WOD) of Platinum & Gold outlets.
• Ensure timely collection of payments from distributors and direct dealers.
• Visit all Platinum and gold outlets and ensure target achievement
• Placement of NPD at the right set of outlets and achieve NPD targets

Secondary Phasing:

• Ensure weekly target achievement

Nex Direct Dealers:

• Ensure regular billing of nex direct dealers.

- GTM Execution

GTM Execution:

• Execute the network expansion plan by adding required no of distributors for a specific BU.
• Ensure primary collection of the old distributor within the timelines

Distributor Infrastructure:

• Ensure distributor have required infrastructure as per the guidelines
• Ensure that Regular service of the trade by faster delivery by distributors.

- In Market execution

Process Efficiency Improvement:

• Improve market service speed and execution quality.

Driving Productivity:

• Maximize sales calls and coverage efficiency in the territory.

Driving Weighted & Numeric Distribution:

• Expand retailer base and improve stock placement at outlets.

Market Working:

• Ensure DSO Availability, Market working and servicing to top outlets personally

Scheme Optimization & Loyalty Management:

• Timely Communication of schemes in trade and monitor their effectiveness.
• ISP management: Ensure target achievement of ISP outlets.

Market Activities:

• Executing market engagement activities and deployment of BTL elements, RBP program

Market Intelligence:

• Collect feedback from retailers and competitors to share with RSMs.

- After Sales

After Sales Service:

• Address retailer complaints and ensure service quality.

EDUCATIONAL QUALIFICATIONS

Graduation (any)

WORK EXPERIENCE

• 3-5 years of experience in B2C sales preferably from FMCD /FMCG/ consumer durables industry and Geographical exposure of the region.
• Must have experience in sales & marketing experience.

INTERNAL / EXTERNAL INTERFACE

• SCM
• Logistics
• Marketing
• ABM
• Finance

BEHAVIORAL COMPETENCIES

• Think Beyond
• Put Customers First
• Collaborate to Win
• Develop Talent
• Be the Best
• Be Agile