Sales Executive

Diamond Beverages (P) Limited; Kolkata District; On-site; INR 300,000 - 540,000; Full time

Job summary

Diamond Beverages (P) Limited in Kolkata is seeking a Route Executive - GT Budget Management to drive sales objectives, manage discounts, monitor assets, and optimize distribution. You will coordinate route plans, oversee Market Growth Representatives and Account Developers to deliver volume and image on designated routes.

The role requires Graduation or MBA with 3–8 years of FMCG experience, and willingness to travel up to 90%.

Qualifications

• Graduation or MBA required.
• 3–8 years of experience in FMCG or related field.
• Willingness to travel extensively (90%+).

Responsibilities

• Coordinate and achieve sales objectives for assigned territory by brand and pack.
• Define route plans to optimize coverage and productivity.
• Drive relationships with outlets through Market Growth Representatives and Account Developers.
• Open new outlets and support with elements, discounts, and coolers.
• Drive market expansion and convert high value outlets to depth outlets.
• Plan merchandising and promotional activities and ensure execution per company standards.
• Monitor distributor ROI, SKU margins, and DMS usage.
• Provide on‑the‑job coaching and conduct regular reviews with the team.

Skills

Sales planning

Customer management

Team leadership

Merchandising

Education

Graduation / MBA

Job description

To achieve the sales (Primary and Secondary), distribution and merchandising objectives for the specified routes, through a team of Market Growth Representatives for a key market (volume and image)

Key Responsibilities

• Sales Plan Execution:
  • a. Coordinate and achieve sales objectives for assigned Territory routes by brand and pack on a daily basis for secondary, primary volumes (Physical Cases & unit Cases), Gross revenue (GR) & Net revenue (NR).
  • b. Define route plans of the Market Growth Representatives, Account Developers to optimize coverage cost effectively and ensure adequate productivity.
• Customer Management:

  Drive Relationship with Outlets through the team of Market growth representative and Account Developers to ensure sustained business.

• Market Expansion:
  • a. Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years.
  • b. Take up the responsibility of opening new outlets during market visits and provide necessary support in terms of elements, discounts, coolers etc.
  • c. Drive conversion of high value/ high visibility outlets to Depth Outlets and ensure execution as per Company norms.
  • d. Market share gain through various ground level interventions such as driving outlet level billing vertically & horizontally.
• Market Execution:
  • Execute Channel Programmers, Promotional activities for the given set of outlets.
  • Plan for merchandising elements, coolers based on outlets/ market requirements and as per the RED standards.
  • Prepare MGR wise action plans for improving RED (Right Execution) parameters, HE etc.
• People Management:
  • a. Carry out on job trainings with Market growth representatives (Off Role) to improve Execution skills on the job.
  • Track PJP (Permanent Journey Plan) Compliance and other productivity Metrics of the team and provide inputs to improve the same via OJT
  • b. Evaluate performance and skills of MDs and provide inputs via on-the-job coaching, training etc.
  • c. Conduct Joint Weekly, Monthly Review with ASM to review performance wrt Sales, Execution Parameters of MDs and work on agreed actions.
  • d. Review Performance and market issues to be resolved via daily Gate Meetings

Job Description

Route Executive -GT Budget Management: Propose Discount spend for given set of outlets to drive business. Closely monitor customer outstanding and claims and ensure compliance to credit and other policies. Asset Control: Ensure regular tracking of our Assets(Coolers) and ensure asset movements etc in compliance to the Asset Policy. Distribution Management: In routine ensure monitoring distributor ROI, SKU wise margins, DMS (Distribution Management System), scheme spend distributor to market outlets. Supervises: Market Growth Representatives and Account Developers Reports To: Area Sales Manager

Business Knowledge

Knowledge of Sales & Distribution preferably in an FMCG Company

Job Requirements

• Qualifications: Graduation / MBA
• Experience: 3- 8 years
• Travel: Continuous travel within the designated area 90% Travel in a month