Executive Area Sales Ernakulam - The Hershey Company

The Hershey Company

Verified Company

Ernakulam, India

1 week ago

Posted by:

Deepika Kaur

beBee Recuiter

Description

Location:
Ernakulam, Kerala, India

Major duties & key responsibilities:

-
Strategic Planning & Increasing Sales:

Participate in the annual sales planning process providing relevant data, insights, forecasts, etc.
Prepare quarterly and half yearly sales plans in alignment with overall customer development and region strategy
Prepare Permanent Journey Plan / Beat plans as per the guidance of the supervisor and share with the Sales Officers to be cascaded down to TSE
Study assigned geographic area's growth, impact on customers and defined sales plans based on factors such as sales forecasts and potential growth
Assign sales targets to individual sales officers, allocate geographical areas to be serviced by sales representatives as per the defined sales plan Establish guidelines around identification of target customers in order to increase business opportunities through various routes to market

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Monitoring & Reviewing

Review performance by each territory for the assigned area as per the targets of sales volume, margin, market share, product, etc.
Compile and analyze sales figures from the sales officers, conduct performance review meetings and present overall geographic area results
Conduct market visits and collect customer feedback and suggest action plans to the supervisor for increasing customer value / customer satisfaction
Analyze market research data to forecast state of competition and the anticipated challenges Keep abreast of changes in the market / retail environment and competitors

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Account Management / Distributor Management

Establish and maintain relationships with the key distributors in order to ensure right offtake at right time
Identify new distributor partners, review performance and empanel in order to expand distributor network
Negotiate with distributor partners and retailers on point of sales activations, execute and evaluate POS level activations
Review distributor performance, aid filing & approval of distributor claims based on the predefined parameters of sales volume, revenue etc. and understand issues faced by the distributors
Resolve any issues raised by distributor / retailer or SO, and set a process to avoid recurrence of similar issues Coordinate with the internal teams such as GBS in filing and approval of distributor claims etc.

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People Management

Cascade overall functional goals for team, set up objective goals and conduct periodic performance reviews
Communicate regularly with team members to provide organizational/functional updates, resolve conflicts, create intrafunctional work groups, etc.
Train, coach and mentor each sales officer on negotiation and consultative skills, geographic nuances, Hershey way of working Review and approve SO & selfexpenses, coordinate with finance and GBS teams in case of challenges

Personnel Supervised: 3 SO, 14 TSI

Revenue Managed: 1.5 Cr

Focused Region:
Ernakulam HQ, Kottayam, Ernakulam, Trivandrum

Knowledge & Skills:

Must be from FMCG industry.
Experienced in handling multiple categories.
Must have experience in general trade
Awareness of the regional language of area assigned preferred
Experience in the market assigned

Skills:

Good analytical and problem solving skills
Good communication skills
Excellent management, leadership and organizational skills
Exceptional customer service skills
Outstanding negotiation and consultative sales skills

_Education:
_

Full time, First attempt Graduate, MBA preferred

_Experience:
_

8+ yrs of Experience. Has worked in FMCG industry in sales before

The Hershey Company is an Equal Opportunity Employer.

The policy of The Hershey Company is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's race, color, gender, age, national origin, religion, citizenship status, marital status, sexual orientation, gender identity, transgender status, physical or mental disability, protected veteran status, genetic information, pregnancy, or any other categories protected by applicable federal, state or local laws.

The Hershey Company is an Equal Opportunity Employer - Minority/Female/Disabled/Protected Veterans