Sales Officer

Bikanervala; Hyderabad; On-site; INR 400,000 - 600,000; Full time

Job summary

Bikanervala is seeking a field sales professional to drive territory performance across distributors and retailers in Hyderabad. The role focuses on achieving sales targets, ensuring stock availability and executing promotions with channel partners.

Responsibilities include market visits, distribution expansion, and monitoring product placement to sustain growth in a competitive market.

Qualifications

• Experience in field sales management and ability to drive targets.
• Strong distributor and retailer relationship-building skills.
• Analytical mindset to monitor sales performance and stock.
• Knowledge of retail merchandising and trade promotions.

Responsibilities

• Achieve primary and secondary sales targets for the territory.
• Drive monthly, quarterly and annual sales objectives.
• Manage day-to-day distributor operations and stock availability.
• Ensure proper implementation of company schemes, discounts and promotions.
• Develop beat and outlet coverage with retailers and channel partners.
• Monitor SKU distribution, stock ageing and product freshness.
• Oversee FIFO/FEFO practices and minimise expiry stock.
• Support collection as per company policy and maintain commercial discipline.
• Identify growth opportunities and expand market reach.

Job description

A. Sales Target & Business Achievement

• Achieve assigned primary and secondary sales targets for the territory.
• Drive achievement of monthly, quarterly and annual sales objectives.
• Monitor SKU-wise, distributor-wise and outlet-wise sales performance.
• Identify business opportunities and develop plans to achieve incremental sales.
• Ensure effective execution of sales plans and schemes in the assigned territory.

B. Distributor Management

• Manage day-to-day operations and business relationship with distributors.
• Ensure adequate stock availability at distributor points.
• Monitor distributor inventory, stock ageing and product freshness.
• Ensure timely order placement and replenishment.
• Review distributor performance and address operational issues.
• Ensure proper implementation of company schemes, discounts and trade promotions.

C. Market & Retailer Coverage

• Conduct regular market visits and ensure planned beat and outlet coverage.
• Develop and maintain relationships with retailers and channel partners.
• Ensure availability of the complete product range at retail outlets.
• Identify new outlets and expand numeric distribution.
• Ensure effective coverage of priority outlets and potential markets.
• Monitor competitor activities, pricing, schemes and product launches.

D. Distribution & Product Availability

• Drive numeric and weighted distribution across the assigned territory.
• Ensure right SKU, right quantity and right stock at the right outlet.
• Focus on improving distribution of new and strategic SKUs.
• Monitor stock-outs and take corrective action.
• Ensure proper implementation of FIFO/FEFO principles wherever applicable.
• Maintain product freshness and minimize expiry/near-expiry stock.

E. Visibility & Merchandising

• Ensure proper product visibility and merchandising at retail outlets.
• Implement company-approved POSM, displays, racks, danglers and branding.
• Ensure correct product placement and planogram execution where applicable.
• Monitor competitor visibility and take appropriate corrective measures.
• Ensure zero-damage and proper handling of company assets/materials.

F. Order Booking & Sales Execution

• Generate orders from retailers as per market potential and stock requirement.
• Ensure timely communication of orders to the distributor/channel partner.
• Monitor order fulfilment and address delivery-related issues.
• Ensure effective execution of PFD / order-to-delivery processes as defined by the company.
• Minimize order loss, stock-outs and sales returns.

G. Market Intelligence

• Track competitor pricing, schemes, promotions and new launches.
• Gather retailer and distributor feedback.
• Identify changing consumer preferences and market trends.
• Share actionable market intelligence with the reporting manager.
• Identify opportunities for new product penetration and market expansion.

H. Collection & Commercial Discipline

• Support timely collection of outstanding payments from distributors/retailers as per company policy.
• Monitor distributor credit limits and outstanding balances.
• Ensure adherence to company commercial policies.
• Coordinate with the concerned teams for resolution of billing, claims and commercial issues.

I. Market Expansion

• Identify new markets, distributors and retail outlets.
• Increase outlet penetration and improve territory productivity.
• Develop new business opportunities within the assigned geography.
• Support launches of new products and expansion of existing products.