Sales Team Lead - General Trade

Hindustan Coca Cola Beverages (HCCB); Angul; On-site; INR 700,000 - 900,000; Full time

Job summary

Hindustan Coca Cola Beverages (HCCB) in Angul, Odisha, is seeking a Sales Team Leader - Rural to drive primary and secondary sales, distributor coverage and in-store execution through a team of Market Growth Representatives and Account Developers.

You will plan routes, manage relationships with outlets, open new outlets, and ensure adherence to company norms while monitoring performance and implementing promotional activities.

Qualifications

• Graduation or MBA required.
• 4–8 years of experience in FMCG or sales.
• Willingness to travel within the designated area (80%+).

Responsibilities

• Coordinate and achieve sales objectives for Territory routes by brand and pack for secondary and primary volumes.
• Define route plans for Market Growth Representatives and Account Developers to optimize coverage and productivity.
• Drive relationships with outlets to ensure sustained business and market expansion.
• Execute channel programs and promotional activities; plan merchandising and cooler requirements per outlet.
• Manage budgeting, asset control and distribution monitoring in line with company policies.
• Lead on job trainings, evaluate performance, conduct reviews, and drive on-the-job coaching.

Education

Graduation or MBA

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: Sales Team Leader - Rural

Function: Commercial

Work Location: Anugul, Odisha

Job Responsibilities:

1. Sales Plan Execution:
1. 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).
2. Define route plans of the Market Growth Representatives, Account Developers to optimize coverage cost effectively and ensure adequate productivity.
2. Customer Management: Drive Relationship with Outlets through the team of Market growth representative and Account Developers to ensure sustained business.
3. Market Expansion:
1. Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years.
2. Take up the responsibility of opening new outlets during market visits and provide necessary support in terms of elements, discounts, coolers etc.
3. 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.
4. Market share gain through various ground level interventions such as driving outlet level billing vertically & horizontally.
4. 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.
5. People Management:
1. 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
2. Evaluate performance and skills of MDs and provide inputs via on-the-job coaching, training etc.
3. Conduct Joint Weekly, Monthly Review with ASM to review performance wrt Sales, Execution Parameters of MDs and work on agreed actions.
4. Review Performance and market issues to be resolved via daily Gate Meetings
6. Budget Management:
1. 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.
7. Asset Control: Ensure regular tracking of our Assets and ensure asset movements etc in compliance to the Asset Policy.
8. 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

Direct Reports: No

Geographical Scope: Angul

Reports To: Area Sales Manager

Business Knowledge: Knowledge of Sales & Distribution preferably in an FMCG Company

Job Requirements:

Qualifications: Graduation or MBA

Experience: 4 - 8 years

Travel: Continuous travel within the designated area 80% Travel in a month