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    Sales Officer Kannur - The Hershey Company

    The Hershey Company
    The Hershey Company Kannur, India

    6 days ago

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    Description

    Kerala , India

    Major duties & key responsibilities:

  • Market Execution
  • Understands and can drive secondary sales
  • Handle beat efficiently.
  • Able to coach TSIs
  • Design & handle beats to achieve better throughput per beat / per TSI.
  • Ensure effective merchandising
  • Drive range selling
  • Business development
  • Understands DPL (Dealers per lakh)
  • Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory
  • Able to map & restructure town/territory accordingly to business requirements.
  • Taps local events & opportunities for incremental business.
  • Engage with KEY retailers
  • Channel Partner Management
  • Ensures proper communication of norms & monthly sales objectives to the channel partner
  • Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW.
  • Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss
  • Identifies new channel partners
  • Able to add new infrastructure (delivery units, DSM by convincing DB to invest.
  • Influence & engage channel partner to align him to business objectives.
  • Manage contingencies like TSI attrition, transport availability etc.
  • Selling & Negotiation
  • Interact with channel partners & retailers to inform about available SKUs, schemes & price points
  • Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation)
  • Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own.
  • Planning and Execution
  • Identify growth drivers for business.
  • Understands the given target, can break it down in weekly/daily numbers beatwise.
  • Knowledge of brands, sales & distribution, local activities & schemes.
  • Plan for achievement according to schemes planned, sales initiatives etc.
  • Able to break targets TSI wise.
  • Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target.
  • Communication skills
  • Comprehends the information and can respond back effectively.
  • Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back
  • Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively.
  • Achievement Orientation
  • Consistency in target achievement. High on energy level & enthusiasm towards profession & company
  • Diligent tracking of team's targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.
  • Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets

    • Technical/Soft skills

  • Has Knowledge of DMS, MS-office & formats. Able to update reports as per WOW
  • Understands & uses DMS data for better market implementation to find sources of growth for business
  • Uses Excel to analyze secondary & primary data
  • They should be comfortable with English and local language.
  • Should have strong fundamentals in FMCG operations
  • Should have good oral and written communication.
  • Efficient in writing mails. Should be comfortable working in Excel.
  • Pleasant personality and willing to meet people
  • Should be a go getter and have problem solving attitude
  • Exposure to HHT (online order booking in mobile software).

    • Experience :

  • 4-10 years of sales experience in General trade, in Kannur , Kasargod & North Kerala .
  • Candidates must have front line sales experience for at least 2yrs.
  • Experience in Chocolates or food industry only.

    • Education :

  • Full time Graduate from any college/university
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