Objective
Achieve growth in sales for the company in the given territory by visiting the market personally and deploying the sales team.
Responsibilities
- Distributors – appoint, set terms, define territory, Motivate, manage
- Sales – Secondary sales to retailers and institutions
- Development – create new outlets, promote more SKUs in existing outlets, improve relationship with retailers and wholesalers
- Stock – Define maximum stock level with distributor, take physical stock, arrange them right, maintain only adequate stock levels with retailers and distributors without dumping
- Supply – Take closing stock position a day prior to supply, propose supply quantity, coordinate with factory for dispatch, collect payment, reduce cost of supply
- Branding – In shop activities, talking to consumers, signboards, hoardings, social media
- Outlet Data – Collect and organize outlets data into beats and distributors
- Sales Plan – PJP setting, sales forecasting, route coverage
- Coordination – with distributor, distributor salesman, supply driver, office, finance
Actions
- Understand company, brand, products, people, process, vision, history
- Learn the strength and weakness of competitors
- Keenly listen to retailer’s objections, respond to them in an objective manner
- Convince them why our products are suitable to them
- Develop relationships with retailers
- Act, follow up on promises given
- Never tell lies to achieve a sale
Expectations
- Action and Implementation instead of just suggestions or recommendations
- Belief that coconut oil is a healthy cooking oil and Cocoguru is the right brand for the consumers
- Find opportunities, positives, ways to get things done instead of looking for excuses
- Professional, well groomed, polite yet assertive, follow etiquette
- Think long term and find win-win solutions
- Lead by example with team members, show by doing yourself first
- Find ways to satisfy consumers even when we deal with intermediaries like distributors and retailers
- Have a hunger to learn new things even if you have long past experience
- Create business opportunities not just collecting orders
- Grow the business not just oversee sales operations
- Reduce cost of selling and supplying
- Work in line with company’s vision of selling quality products and not depend on lower pricing
Skills
- Business, Marketing, Branding, Sales concepts, Inventory, Indirect Taxes, Payments
- Personal selling, sales planning, prospecting, customer service, objection handling, sales forecasting, client relationships
- Communication, persuasion, presentation, negotiation and relationship building
- Comfortable with numbers and oral calculations
- Proficient with local language and culture
- Expert in use of computers, spreadsheet application, sales force automation software and smart phones for productivity
Qualification
- Bachelors Degree with good academic performance
- 5+ years of experience in FMCG sales in the given territory
- Have own 2 wheeler for traveling for work
- Smartphone with Android OS
- Age – 28 to 45 years, Gender – Male
Working Conditions
- Work timings – 9 am to 6 pm, 8 hours on field
- Working days – Monday to Saturday, Holiday – Sunday
- Report to Sales Manager
Compensation
- Fixed Salary defined in terms of CTC
- Incentives – based on sales targets achieved
- Travelling expenses reimbursed at ₹3 per km of bike travel
- Halting expenses reimbursed at actuals
- Provident fund
- Paid Leaves
