Sales Executive

Hindustan Coca Cola Beverages (HCCB); Surat; On-site; INR 6,00,000 - 8,00,000; Full time

Job summary

A leading beverage company is seeking an Executive - Sales in Surat to achieve sales objectives and manage a team of Market Growth Representatives. This role requires a dynamic individual with experience in sales and distribution, capable of driving market expansion and managing customer relationships effectively. Candidates should have a graduation or MBA and 2-4 years of related experience. Continuous travel within the designated area is expected.

Qualifications

• 2-4 years of experience in sales within an FMCG Company.
• Knowledge of Sales & Distribution processes.
• Ability to work with a team of representatives.

Responsibilities

• Achieve sales objectives for assigned territory routes.
• Drive relationships with outlets through market representatives.
• Expand the market by opening new outlets.
• Conduct on-the-job training for representatives.
• Manage budget compliance and track assets.

Skills

Sales Execution

Customer Relationship Management

Market Expansion Techniques

People Management

Budget Management

Education

Graduation or MBA

Job description

Job Description

Objective: 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)

Title: Executive - Sales

Function: Sales

Location: Surat

Job Responsibilities

• Sales Plan Execution:
  • 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).
  • 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:
  • Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years.
  • Take up the responsibility of opening new outlets during market visits and provide necessary support in terms of elements, discounts, coolers etc.
  • Drive conversion of high value/ high visibility outlets to Depth Outlets (Happy Deal, Vision 2020, Teen & College Outlets, Outlets in Emerging Channels) and ensure execution as per Company norms
  • Market share gain through various ground level interventions such as driving outlet level billing vertically & horizontally.
• People Management:
  • 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
  • Evaluate performance and skills of MDs and provide inputs via on the job coaching, training etc.
  • Conduct Joint Weekly, Monthly Review with ASM to review performance wrt Sales, Execution Parameters of MDs and work on agreed actions.
  • Review Performance and market issues to be resolved via daily Gate Meetings
• 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 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.

Supervisory Information

Supervises: Market Growth Representatives and Account Developers
Direct Reports: No
Reports To: Area Sales Manager
Business Knowledge: Knowledge of Sales & Distribution preferably in an FMCG Company

Job Requirements

• Qualifications: Graduation or MBA
• Experience: 2-4 years
• Travel: Continuous travel within the designated area – 80% Travel in a month