Position Title: Territory Sales in charge
Function: Sales
Key Stakeholders:
Internal:
Sales Admin,
Depot,
Quality
External:
AW & AWSM,
Retailers,
Wholesalers (W/S)
Educational Qualification: Graduate
Desired Competencies:
Market Execution, Business Development, Channel Partner Management, Selling & Negotiation,
Key Responsibilities:
Ensure achievement of secondary sales targets
Setting objectives for AW
Breaking objectives for AWSM (beat-wise)
Ensure communication of objectives to AW
Periodic tracking of objectives
AW Management
Align, support & motivate AW to meet business objectives
Ensure adequate infrastructure & systems
Act as a commercial interface between AW & BIL
Coach, manage & evaluate AWSM performance
Coach AWSM on BIL best practices & WOW
Train AWSM on Sales Call Process
Evaluate their performance Periodically
Provide on the job support / guidance for addressing territory specific issues
Ensure adequate service level in market & build business in existing & new outlets
Ensure adequate servicing at dealer points
Maintain relations with existing dealers
Increase the depth and width per dealer
Prospect new outlets
Perform activations as per decided by ASM
Execute visibility implementation & Merchandizing
Ensure adherence to plan-o-gram
Ensure execution of primary & secondary Merchandizing
Ensure execution of Visibility Implementation
Implement launch of new consumer promos / trade schemes & new products
Operationalize new product through communication & sampling
Effectively communicate schemes to AWSM to ensure right sell-in at the dealer point
Track & review performance of new products / schemes
Market Intelligence
Collect & report required market information on competitor activities like promotions (trade & consumer), service day, off-take, prices, new launches, visibility etc
Maintain records & systems
PJP data
MIS reporting
Ensure Hub of UDAAN
Represent Britannia for consumer complaints
Visit consumer to address & sort quality complaints.
Inform Quality about status of complaint
