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Sales Trainee - India - Marico

Marico

Verified Company

India

1 month ago

Posted by:

Deepika Kaur

beBee Recuiter

Description

c

TSO

Grade:

JM2
Qualification:
Graduate + MBA (Optional)
Age:

Yrs
Experience:
years of Experience
Sr No

Key deliverables:

1

Monthly Target Achievment:
Field Execution

Drive Primary, Secondary, coverage & distribution targets
Driving of Programs Bandhan, Mera,Super Mera & Umang outlet level planning and executing the weekly basis
Execution of New Product
Execution of Marico Trade Program
Merchandising
On Job Training to DSR's especially on NPD Brands
2

DD Management

DD Appointment and Removal as per Norms
Motivation of DD Ensure Healthy ROI Earning, Increasing involvement of by Recognition Programme such as Udaan, Food Safety Certifications etc.
DD s claims and Reconciliation
Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms
Maintenance of Inventory at Distributor Point
Closing Stock as per Norms at Month End
TMR Hard Copies collection by TSO from DD
Review of Financial Health
Calculate and Review DD ROI, Suggest Action plan in case of any deviation from Norms, Ensuring DD updates collections in MIDAS
Ensuring DD Infrastructure Requirements as per Norms
Beat Service, Delivery Units, DSR, Godown, Computer, Staff
3

DSR/Merchandiser

DSR Interview, Selection, Induction
Motivation of DSR

Ensure Healthy Incentive Earning:

Incentive Maximization of DSR- Reviews the respective DSR's and educate them for their Incentive earnings which they losing Brand wise achievements.

- On The Job Training to DSR's: Selling Skills, Product Knowledge, Merchandising, New Product Launch- Merchandisers Management (City - Where it is)- Raise Earning Potential
4

Financial & Commercial Aspects

ROI Calculation as per Norms
Understand pricing cascade
L &D Policy
Procedure for submission and issuing of L&D claims
DD Appointment & Separation
Claim Management
Timely Entry, NOC As per Norms
Food Safety Audit
To Ensure All aspects covered
Program Payout at the end of Phase as per Marico Policy
5

Business Planning & Review

Plan for Primary, Secondary, coverage & distribution targets
Planning and offloading monthly plans, schemes, Special Agendas and incentives to DD and DSRs
Planning Vol/ Non Vol Wise, Volume: Distributor wise, Channel Wise Planning Break Up, DSR wise
Detailing for Focus Brands, Imp Outlet wise
Detailing for Focus Brands,

Leading Indicator:

Distributor wise, DSR wise, Beat wise- Consider Planning Triggers like P6M - Average of Last 6 months, EC - Effective Coverage, BPD / Cumulative BPD, Relationship Program Led : Wholesale - Bandhan/ Dhoom/Mera/ S Mera/ Unnathi, TBTL / Scratch Card, Consumer Offer, Trade Offer, Micromarketing Initiatives Led- Analyse distributor wise and brand wise growths- Reviewing the performance of distributor and DSR on regular intervals - Volume, Non Volume, PDA Usage, PDA Uploads, NPLP, Channel Performance, Merchandising Scores- PJP Planning - Travel Plan - Able to Plan his travel to cover all DD and Target Offloading- Utilization of TLO's CO's effectively in our Market for Growth and Market share gain- Monitoring Channel wise performance and analyse growths for Key outlets and wholesale outlets.

- Taking responsibility of Major potential areas and keep daily track for better prospect- Keep in Mind Non Volume parameters and drive the business growths
6

Reporting and Database

Understanding of Midas and Mi Net
Review & Report: Brand wise Target / Achievement Analysis, EC, BPD,RED, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Offtake monitors of NPD, Monthly claims, Expense statement
DSR incentive claims to come along with Dist Claims with other supporting as per incentive policy.
TMR, JC MOR, Block 1, Block 2 and liklies
Submission of Claim
Entry of E
Claims
TSO Bluebook
It Consists of Brand Wise Distributor wise Vol for last 3 years, Outlet
Nos of Outlet
Outlet listing, Top Outlet report at brand level,
DD/DSR profile, ROI, TSO/DSR Incentive Earning Trend
Distributor wise Bpm and Key Brands Vol Growth/Degrowth
Channelwise Distributor wise Bpm and Key Brands Vol Growth/Degrowth
Programmewise Distributor wise Bpm and Key Brands Vol Growth/Degrowth
Last 2 Years Bandhan/Umang/Unnati Pivots
The positions reports into:
Area Sales Manager
Other key interfaces: