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- 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
- 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).
- 5+ years of sales experience in General trade, in North Chandigarh, Punjab.
- Candidates must have front line sales experience for at least 5yrs.
- Experience in Chocolates or food industry only.
- Full time Graduate from any college/university
Sr Officer Sales Chandigarh - The Hershey Company
Description
, Punjab, India
Major duties & key responsibilities:
Technical/Soft skills
Experience :
Education :