Sales Team Leader- GT

Hindustan Coca Cola Beverages (HCCB); Ratnagiri; Presencial; INR 700 000 - 1 100 000; Tempo integral

Resumo da oferta

Hindustan Coca-Cola Beverages (HCCB) in Ratnagiri is seeking a Sales Team Leader to drive territory sales, manage a team, and expand market presence. You will execute sales plans, build retailer relationships, and lead channel activities to achieve growth targets.

The role requires 4–8 years in FMCG sales, Graduation or MBA, and willingness to travel up to 80% within the area. You will report to the Area Sales Manager and coordinate with MDs and development reps.

Qualificações

• Graduation or MBA is required.
• 4–8 years of FMCG sales experience.
• 80% travel within the designated area.

Responsabilidades

• Execute sales plan for territory routes by brand and pack across primary and secondary volumes.
• Define route plans for Market Growth Representatives and Account Developers.
• Build and sustain relationships with outlets via the sales team.
• Drive market expansion by opening new outlets and upgrading to Depth Outlets.
• Plan promotions, merchandising, and asset deployment per RED standards.
• Coach and review MDs and conduct weekly/monthly reviews with ASM.
• Monitor distributor ROI, margins, and distribution management systems.
• Propose discounts and monitor credit policies.

Conhecimentos

Sales planning

Customer management

Market expansion

Market execution

People management

Budget management

Asset control

Distribution management

Formação académica

Graduation or MBA

Descrição da oferta de emprego

Role & responsibilities

Title: Sales Team Leader

Function: Commercial

Work Location: Ratnagiri

Job Responsibilities:

• 1. 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.
• 2. Customer Management: Drive Relationship with Outlets through the team of Market growth representative and Account Developers to ensure sustained business.
• 3. Market Expansion:
  • a. Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years.
  • b. Take up the responsibility of opening new outlets during market visits and provide necessary support in terms of elements, discounts, coolers etc.
  • c. 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.
  • d. 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:
  • a. 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
  • b. Evaluate performance and skills of MDs and provide inputs via on-the-job coaching, training etc.
  • c. Conduct Joint Weekly, Monthly Review with ASM to review performance wrt Sales, Execution Parameters of MDs and work on agreed actions.
  • d. Review Performance and market issues to be resolved via daily Gate Meetings
• 6. 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.
• 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
• Grade (Internal Reference): 7
• Geographical Scope:
• 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