Sales Officer_FS_Cochin

Zydus Wellness; Ernakulam; On-site; INR 400,000 - 600,000; Full time

Job summary

Zydus Wellness is seeking a capable Institutional Sales Executive to drive Primary and Secondary sales in the HoReCa channel across the assigned territory in India. The role focuses on building a high-performing team (RDS/PSM/ADI), acquiring new accounts, and strengthening relationships with hotels, restaurants, bakeries, and cafés.

Candidates should have 2-3 years FMCG institutional sales experience, strong English and regional language communication, and proficiency in SFA.

Qualifications

• Experience in handling institutional sales in FMCG.
• Proficient in English and regional language communication.
• Hands-on experience with Sales Force Automation (SFA).
• Graduate or MBA preferred.

Responsibilities

• Drive Primary Sales in RDS and Secondary Sales in Markets assigned.
• Ensure profitable growth and handle commercial terms and profitability calculations.
• Ensure stock levels at RDS per Company guidelines.
• Identify potential Foodservice towns and appoint RDS where Zydus is absent.
• Manage distribution with RDS/PSM/ADI teams to cater to markets.
• Engage with institutional customers (hotels, restaurants, bakeries, cafés) daily.
• Build relations with F&B managers, purchase managers and chefs.
• Identify needs of Food Service accounts and ensure regular supplies through RDS.
• Identify opportunities in schools, corporate canteens, etc.
• Coordinate with RDS & Branch for collections and claims.
• Provide updates on competitor activities and pricing.
• Gather and analyze sales data and trends.
• Develop RDS, Pilot Sales Man, and Account Development In-charge teams.

Skills

Institutional sales

English regional communication

Analytical ability

Negotiation skills

Education

Graduate / MBA preferred

Tools

Sales Force Automation (SFA)

Job description

This role is responsible to drive Primary and Secondary in Food Service (HoReCa) Channel in the assigned territory.

Responsibilities

• Responsible to drive Primary Sales in RDS and Secondary Sales in Markets assigned.
• Understand and ensure profitable / sustained growth of business and strong orientation to commercial terms, profitability calculations etc.
• Responsible for ensuring adequate stock levels at RDS point as per Company guidelines.
• Identify potential Foodservice towns and appoint RDS in those towns where Zydus does not have presence fostering new business development.
• Manage the Distribution of Zydus Wellness products supported by a team of RDS / PSM / ADI who cater to the customers in these markets.
• Meet and build strong connect with Institutional customers such as Star Hotels, Restaurants, Bakery, Caf’s etc on a daily basis for sales of Zydus products.
• Build relationship and interact with F&B Managers, Purchase Managers and Chefs of various Food Service Channels.
• Identify requirements of Food Service accounts, acquire by conducting demonstration/ sampling of Zydus products and ensure regular supplies through RDS.
• Identify opportunities in alternative Institutional channels for Zydus products, eg. Schools, Corporate Canteens etc.
• Coordinate with RDS & Branch team for commercials such as Collections, Claims etc.
• Appraise the organisation on regular intervals about the Competitor activities such as New Products / Packs, Schemes etc.
• Gather data on Competitor pricing, Sales, Customer base etc and analyse sales data and past trends on a continuous basis.
• Manage and Develop, RDS, Pilot Sales Man, Account Development In-charge creating a high performing team.
• Address and hand-hold Third Party resource query resolutions.
• Sales Targets Achievement: Meeting or exceeding sales goals set for the segment, often measured in revenue, volume of orders, or number of new accounts.
• Client Acquisition and Retention: Identifying and acquiring new clients while maintaining and strengthening relationships with existing clients in the industry.
• Market Penetration and Expansion: Expanding the company’s presence in the sector by targeting new geographic areas, market segments, or product lines.
• Customer Relationship Management: Building and nurturing strong relationships with key decision-makers and influencers in the sector to drive repeat business and customer loyalty.
• Product Knowledge and Promotion: Demonstrating a deep understanding of the company’s products and services, and effectively promoting these to meet the specific needs of the market.
• Order Management and Coordination: Ensuring accurate order processing, timely delivery, and coordination with the logistics and supply chain teams to meet customer expectations.

Requirements

• Graduate / MBA Preferred
• Minimum 2 to 3 years of experience in handling Institutional sales preferably in FMCG with good communication skills in English and regional language.
• Good Knowledge and understanding of Institutional Sales
• Sound Knowledge of Sales Fundamentals
• Having hands on experience in Sales Force Automation (SFA)
• RDS Management including ROI
• Result Oriented
• Analytical Ability
• Takes Initiative
• Negotiation & Problem Solving
• Good written & oral communication