Sales Officer-OTC Trade

Himalaya; Howrah; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Himalaya in Howrah is seeking an experienced sales leader to drive primary and secondary sales, manage distributors, visit retailers, and open new outlets. You will build strong distributor relationships to meet targets and expand market presence in a dynamic retail environment.

You will analyze category performance, support launches of new products, train and mentor ISRs/DSMs, approve expense claims, monitor attendance, and ensure accurate reporting of sales activities and market trends.

Responsibilities

• Achieve Primary and Secondary Sales targets.
• Manage Distributors, add new distributors, visit retailers and open new outlets for distributors.
• Build relationships with distributors, wholesalers and channel partners to meet sales targets.
• Expand distribution width and depth by developing strong distribution channels.
• Improve sales volume via appropriate product mix in retail environments.
• Analyze and develop category-wise performance and monthly activation plans.
• Lead launches of NPD products to reach targeted audiences.
• Screen, recruit and train sales employees (ISRs and DSMs).
• Review ISR daily sales plans and approve weekly adjustments.
• Approve ISR TA/DA expenses and monitor claims.
• Monitor ISR attendance and approve leaves.
• Lead and motivate the sales team; act as role model and coach.
• Direct ISR time and address issues promptly with sound decisions.
• Maintain and report accurate records of sales, appointments and complaints.
• Report on trade field activities, sales conditions and retail price trends; monitor performance.
• Monitor distributors stock procurement with CFA and coordinate payments; stock movement with distributor and CFA.
• Ensure offers to accounts are executed in the market.
• Maintain FEFO in stores and at distributor points; seek to increase shelf share per market share; propose budgets to liquidate ageing stock.
• Oversee territory business.

Job description

Roles and Responsibilities

• Responsible for Primary and Secondary Sales Achievement v/s Targets.
• Responsible for Managing Distributors, Adding New Distributors, Retail Outlet Visit and Opening New Outlets for Distributors.
• Establish Good Relationships with Distributors, High Volume Clients [Wholesalers] and Other Channel Partners to meet Sales Target.
• Achieve Width and Depth of Distribution through Developing strong Distribution Channel.
• Improve Sales Volume through appropriate Product Mix in Suitable Retail Environment.
• Analysis and Develop Category wise Performance and Monthly Activation plans.
• Successful Launches of NPD Products by ensuring that the Company is reaching its Targeted Audience.
• Screening, Recruiting, Training Sales Employees ISRs and DSMs.
• Check and Approve ISRs Daily Sales Plan and Review the same on weekly basis.
• Validate and Approve the Expense (TA/DA) claim of ISR's.
• Monitor absence of ISR and approve their leaves.
• Be a Role Model for your Team. Manage a Team and keep them Motivated.
• Be a Coach, Mentor and Direct ISR time to time. Address Team issues timely and resolve the same by taking proper decisions.
• Maintaining and Reporting an Accurate Record of all Sales, Scheduled Customer Appointments and Customer complaints on a Regular basis.
• Reporting the performance of Trade field Activities and the Accomplishment of Sales conditions, Agreements and Retail price trends and monitoring performance.
• Regular Monitoring of Distributors Stock Procurement with CFA and Co-Ordinate Payment follow-up, Stock movement with Distributor and CFA.
• Responsible for All the Offers given to the Accounts are operated in Market.
• Responsible to maintain FEFO in stores and at Distributor Point. Ensure and Increase Share of Shelf as per Market Share. Propose Budget to liquidate ageing and Non-Moving Stock.
• Overall Responsible for Territory Business.

Key Skills

• Market Share - Market share is the percent of total sales in an industry generated by a particular company. Market share is calculated by dividing the company's sales over the period by the industry's total sales over the same perio