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    Sales Officer Ernakulam - The Hershey Company

    The Hershey Company
    The Hershey Company Ernakulam, India

    Found in: Adzuna IN C2 - 3 days ago

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    Sales
    Description

    Location: Ernakulam, Kerala, India

    Major duties & key responsibilities:

    1. 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

    1. 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

    1. 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 etc.) by convincing DB to invest.
    • Influence & engage channel partner to align him to business objectives.
    • Manage contingencies like TSI attrition, transport availability etc.

    1. 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.

    1. 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.

    1. 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.

    1. 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:

    • 2-5 years of sales experience in General trade, in Ernakulam and Thrissur Districts
    • 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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