Area Sales Executive

• 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.