Territory Sales Executive - India - Marico

Marico
Marico
Verified Company
India

2 weeks ago

Deepika Kaur

Posted by:

Deepika Kaur

beBee Recuiter
Description

Designation

TSE

Grade:


  • JM3
    Qualification:
  • Graduate + MBA (Optional)
    Age:

Yrs
Experience:
years of Experience
Sr No

Key deliverables:


1

Field Work

  • Drive Primary, Secondary, coverage & distribution targets
  • Drive SD/Stockiest, PSR, ISR, VSRPerformance
  • Execution of New Product
  • Execution of Marico Trade Program
  • Drive VD sales and Systems.
  • Timely completion of NPLPs & Leading Indicators.
  • Tracking SD/Stockiest wise Coverage & SD to Stockiest Service
  • Roll out VD & GTM in a systematic Manor.
    2

SD & Stockist Management

  • Appointment of SD & stockiest as per Selection Procedure
  • Handling SD and Stockiest
  • Ensuring SD/Stockist Service, Maintenance of Inventory at SD Point, Review of Financial Health, Every cover Review & Assess SD's financial health based on ROI & Infra Norms
  • Motivation & Involvement of Stockist & SD, Ensure Healthy ROI earning Cover Wise
  • Relationship Management to handle SD, stockist and retailers
  • Monitoring Stockiest/SD Wise Consistence Growth
  • Understand the various Channel, channel programs at Marico and the relevance of the same
  • Maintain the Stockiest and SD Systems and Process(Like TMR,LND, Stock Issues and Others)
  • Responsible of Handling Stockiest Issues, Retailer Issues, Consumer Complains and SD Issues.
  • Stockist & SD claim and Reconciliation
  • Eclaim/Manual Claim
  • TMR Hard Copies collection
    3

PSR/VSR/ISR

  • Interview, Selection, Induction of VSR/PSR/ISR
  • On The Job Training/Hand-Holding to PSR/VSR/

ISR:
Selling Skills, Product Knowledge, New Product Launch, Merchandising, Stockist Management Claims,TMRs
  • Review
s the respective PSR/


VSR:
MTD achievement against volume target, MTD achievement against distribution target (focus brands), Mandays, Leading indicators, Program, Status of NPLP, Sanctions & claims of stockist- Motivation of PSR/VSR Ensure Healthy Incentive Earning- Conducting Rural JC - Discuss & Off-Load agenda for the JC
4

Financial & Commercial Aspects

  • ROI/basic commercial understanding to handle the SD, stockist in a better way
  • Understand pricing cascade
  • L &D Policy
  • Procedure for submission and issuing of L&D claims
  • Stockist & SD Appointment & Separation as per Norms
  • Claim Management
  • Timely Entry, NOC As per Norms
  • Food Safety Audit
  • To Ensure All aspects covered
    5

Business Planning & Review

  • 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 and incentives to SD, Stockists, VSRs, PSRs, ISRs
  • Planning Vol/ Non Vol Wise, Volume: SD, Stockist wise, Channel Wise Planning Break Up, ISR/PSR/VSR wise
  • Detailing for Focus Brands, Imp Outlet wise
  • Detailing for Focus Brands. Leading Indicator
  • Consider Planning Triggers like P3M
  • Average of Last 3 months, EC
  • Effective Coverage, BPD / Cumulative BPD, Relationship Program Led : Wholesale, TBTL / Scratch Card, Consumer Offer, Trade Offer, Micromarketing Initiatives Led at all times
  • Reviewing the performance of SD, Stockist, PSR, VSR, ISR on regular intervals
  • 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 SD, Stockist, 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
  • Monitoring VD sales and Systems.
  • Healthy Stockiest Coverage on Block basis.
  • PSR JC Planning skills and month review mechanism
  • Review

VSR :
Market working of the Van PSR, Turnover & productivity of the Van PSR & Van BPM of all van routes
  • Review

PSR:
Review PSR MOR, LPM, Focus Brand EC, Plan deviations, SD Pivot on Trends, WMP purchase, party wise tgt vs ach & YTD points status, Distribution expansion/town addition plan, Claim Status, L&D Issues
6

Reporting and Database Management

  • Understanding of Midas and Mi Net
  • TMR, JC MOR, Block 1, Block 2 and liklies
  • Submission of Claim
  • Entry of E
  • Claims like Secondary schemes, Displays, PSR/VSR Incentive
  • Brand Wise Distributor wise Vol for last 3 years, Outlet
  • Nos of Outlet
  • Outlet listing, Top Outlet report at brand level
  • JC Data Collection
  • SDTMRS and Stockist TMRs Van business details, PSR MORS, WMP business details, Sec Sales Report
  • Review
& Report: Brand wise Target / Achievement Analysis, EC, BPD, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Off-take monitors of NPD, Monthly claims, Expense statement, DD/DSR profile, ROI
7

Market Development

  • Launch of NPD
  • Town Expansion and Mapping
  • As per Norms addition of PSR PJP or Van route, If Required
  • Van Business Management
  • Track BPM of every van route monthly basis, Review the viability of business of all Van routes
  • Cost Benefit Analysis
  • Cont
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