Area Sales Executive

Britannia Industries Limited


Date: 3 weeks ago
City: Kanpur, Uttar Pradesh
Contract type: Full time
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 the 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 products through communication & sampling
  • Effectively communicate schemes to AWSM to ensure the right sell-in at the dealer point
  • Track & review the 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 the Hub of UDAAN
  • Represent Britannia for consumer complaints
  • Visit consumers to address & sort quality complaints.
  • Inform Quality about the status of complaint

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