Senior Territory Sales Executive - Indore

Tataconsumer; Indor; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Tataconsumer in Indore is seeking a Senior Area Sales Manager to lead primary and secondary sales across the West MP region. You will expand the channel partner network, drive distribution, and ensure execution of market plans through a motivated field force.

The role requires 2-8 years in consumer goods sales, strong channel management skills, and the ability to analyze data to identify growth opportunities. This position is based on-site in Indore with a focus on robust territory growth.

Qualifications

• Graduate or post-graduate with 2-8 years of frontline sales experience in a consumer goods sales environment.
• Strong knowledge of sales and distribution systems and channel partners.
• Ability to analyze market data and provide actionable insights.
• Experience in driving primary and secondary sales and channel expansion.

Responsibilities

• Drive Primary & Secondary Sales across the territory.
• Develop channel partner network and achieve distribution objectives.
• Increase number of retail outlets and drive visibility of all categories.
• Prepare market execution plans and submit weekly reports.
• Provide inputs for promotions, activations and demand forecasting.
• Regular analysis of sales data to identify gaps and provide insights to ASMs.
• Coordinate with finance for pricing and claims management.
• Motivate and coach field force to achieve business plans.

Skills

Sales excellence

Channel management

People leadership

Market analysis

Territory planning

Education

Graduate or Post-graduate

Job description

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Function
General Trade Location
Indore Reporting To
Senior Area Sales Manager - West MP

Job Description

What are the 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.

What are the 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

What are the 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