Territory Sales Executive - India - Marico

Marico

Verified Company

India

4 days ago

Posted by:

Deepika Kaur

beBee Recuiter

Description

Designation

MT TSE

Grade:

JM3
Qualification:
Graduate + MBA (Optional)
Age:

Yrs
Experience:
years of Experience
Sr No

Key deliverables:

1

Field Work

Driving Secondary Coverage as per APO Plans
NPD
Listing & Launch Plan
National/Regional TOT's
Ensuring Compliance and execution of all National ToTs for the assigned Territory.
Expansion of Brand/SKU presence for Marico products
Fair share of Shelf
Ensure delivery of fair category share, Influencing Planogram share at stores.
Drive efficiency indicators Fill rates, Stock freshness, availability and visibility norms
Drive and effectively execute various store level agendas like visibility, promotion and activation as per plan
Executing visibility plans. Execution of visibility elements chain wise
Drive PDA Usage
2

DD & MT Chains Management

Handling Direct and Indirect chains
Big Bazaar, Trent, Spencers, Max Hyper, Food World, Food Express, Nilgiris, other SAS chains etc
Constant interaction, negotiation and relationship building with the respective Category Managers to ensure business plans, non volume expectations and enhanced visibility post thorough Cost Benefit Analysis.
Liaison with different functions like supply chain, commercial and category teams of the chains and the company
Build good network and relationship with Chains & Effectively addresses issues/Conflicts, If Any
DD Appointment and Removal as per Norms
Motivation of DD Ensure Healthy ROI Earning, Increasing involvement
DD s claims and Reconciliation
Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms for all Cover
TMR Hard Copies collection by TSE 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, FF, Godown, Computer
Able to build healthy relationship with respective Category Managers to ensure business plans, non volume expectations and enhanced visibility post thorough Cost Benefit Analysis.
3

Promoter/ISR/Merchandiser/Supervisor

Selection, Training, Induction & On-Boarding of MT FF
Conducting compulsory classroom Training all FF every cover
Ensuring skill Upgradation and capability building of Modern Trade team.
Calculate salaries of FF every month
On The Job Training (Each Cover) /Hand-Holding to Promoters: Selling Skills, Product Knowledge, Merchandising, New Product Launch
Merchandisers Management
Carrying out periodic assessment of the team and deciding on the grade
Recommending salary revision of all FF every year
Managing adhoc additional promoter/agency promoters
4

Business Planning & Review

Planning and offloading monthly plans, schemes and visibility to chains
Promoters and ISR
Basis P3M, Chain wise Contribution, Market Share, Top Brand, NPD, Growth
Monitoring and analyzing instore gaps and ensuring Store fills, Healthy MBQ, Brand wise growth/Degrowth
Conducting JC Meeting: Reviews the chain, MT FF periodically and at SKU level with respect to purchase order, fill rates, stock outs
Highlighting Out of Stock, If Any
Planning and Executing Special Drives Like Big Day, etc effectively
Carry Competition Benchmarking
Proactive steps to take up competition by aligning supervisor and aggressive Planning, Execution and Review to stay ahead of competition at all times
Planning and offloading monthly plans, schemes, Special Agendas and incentives to MT FF from long term perspective : Aiming at overall growth, Market Share
Planning chainwise special supports, visibility and activations in order to achieve monthly plans
Reviewing fill rate
5

Reporting and Database Management

Understanding of Midas and Mi Net
Maintain sales data daily, block wise, monthly, quarterly and annual basis

Data reporting:
Off take Data(Monthly, Weekly), Bill Wise Item Wise, TOT Claims- TSE - Off Take Tracker for all promoter led stores- Providing Sell Out Rate for all Cash & Carry Stores every week- Maintaing record of all outlets in the HQ-chainwise- TMR, JC MOR, Block 1, Block 2 and liklies- Submission of Claim - Entry of E- Claims- Providing top store stock report every week
6

Financial & Commercial Acumen

Ensure commercial discipline is maintained as per ToT in transactions with Modern Trade chains and facilitating timely Account Reconciliations.
ROI Calculations as per Norms
Understand pricing cascade
L &D Policy
Procedure for submission and issuing of L&D claims
DD Appointment & Separation as per Policy
Taking Care of Financial Perspective
Claim Management
Timely Entry, NOC As per Norms
Calculating/Claiming Margin Diff/TOT Claims of the DD every Month
Claiming FF Salaries every month
Collection of payments from certain chains like Spencers, Future Value Retail as per credit day norms
Providing all visib