Senior Territory Sales Executive - Allahabad

Tataconsumer; Prayagraj; On-site; INR 450,000 - 550,000; Full time

Job summary

Tataconsumer is seeking a Senior Territory Sales Executive for Allahabad to drive primary and secondary sales across the territory. The role focuses on building a robust channel partner network, increasing retail outlets, and ensuring product visibility and distribution health through data-driven planning and on-ground leadership.

The candidate will manage stock, coordinate with finance for pricing and settlements, and mentor the indirect sales force to achieve ambitious sales targets while

Qualifications

• Proven and deep knowledge of sales and distribution system
• Knowledge of consumer goods distribution concepts, channels, ROI, visibility, and distribution health indicators
• Knowledge of competitor mapping and benchmarking
• People management skills to lead indirect sales force

Responsibilities

• Drive primary and secondary sales across the territory.
• Develop channel partner network and achieve distribution reach.
• Increase retail outlets and ensure product visibility and hygiene.
• Prepare daily market execution plans and submit weekly reports.
• Provide input for promotions, activations and demand forecasting.
• Perform demand forecasting for the territory.
• Analyze sales data to identify gaps and advise ASM.
• Manage stockiest claims with required documents.
• Build capability of indirect sales force through training.
• Coordinate with CFAs for stocks and deliveries.
• Liaise with Finance on pricing and settlements.
• Engage field force to meet business plans and reward performance.

Job description

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Senior Territory Sales Executive - Allahabad

Designation
Senior Territory Sales Executive - Allahabad

Function
General Trade Location
Allahabad Reporting To
Area Sales Manager - Varanasi

Job Description

Key Deliverables in this role

• Drive Primary & Secondary Sales
• Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory
• Secondary sales (Retail Distribution) - Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory
• Prepare market execution plan (day-wise MJP) & submit weekly reports
• Provide ground-level inputs for promotions, local activations & demand forecasting exercise
• Demand forecasting
• Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager about the territory
• Claim management
• Ensuring timely submission of stockiest claim along with supporting documents adhering to the company's guidelines
• Build capability
• Capability building of the indirect sales force by communicating and reviewing their delivery against expectations, and enhancing their sales skills by conducting market work with them & regular training
• Timely review/ communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery
• Co-ordination with Finance team for pricing issues, accounts settlement, claims management.
• Effectively engage & motivate field force (TSE's, TSO's, PDSR's & DSR's) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

Critical success factors for the Role

• Proven and deep knowledge of sales and distribution system
• Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators
• Knowledge of competitor mapping and benchmarking
• People management skills to handle indirect sales force

Desirable success factors for the Role

• A graduate / post-graduate with 2-8 years of prior work experience in a consumer goods sales environment in a frontline sales role