Trade Sales Manager - Consumer Products

Bajaj Electricals; Lucknow; On-site; INR 650,000 - 900,000; Full time

Job summary

Bajaj Electricals in Lucknow is seeking a Trade Sales Manager to drive secondary sales through distributors and retailers in the region. You will execute GTM plans, manage distributor networks, ensure on-time collections, and push NPDs to Platinum and Gold outlets.

Graduation is acceptable; 3-5 years of B2C FMCG sales with regional exposure preferred. You should be performance-driven, customer-centric, and capable of leading market initiatives.

Qualifications

• Graduation (any) is acceptable.
• 3-5 years of experience in B2C sales, preferably FMCD/FMCG.
• Geographical exposure of the region.
• Experience in sales & marketing.

Responsibilities

• Achieve daily/weekly secondary targets.
• Drive DSO R&R and other engagement programs.
• Achieve monthly & Quarterly targets (DOA & WOD) of Platinum & Gold outlets.
• Ensure timely collection of payments from distributors and direct dealers.
• Visit all Platinum and gold outlets and ensure target achievement.
• Placement of NPD at the right set of outlets and achieve NPD targets.
• Ensure weekly target achievement.
• Ensure regular billing of nex direct dealers.
• Execute the network expansion plan by adding required no of distributors for a specific BU.
• Ensure primary collection of the old distributor within the timelines.
• Ensure distributor have required infrastructure as per the guidelines.
• Regular service of the trade by faster delivery by distributors.
• Improve market service speed and execution quality.
• Maximize sales calls and coverage efficiency in the territory.
• Expand retailer base and improve stock placement at outlets.
• Ensure DSO Availability, Market working and servicing to top outlets personally.
• Timely Communication of schemes in trade and monitor their effectiveness.
• ISP management: Ensure target achievement of ISP outlets.
• Executing market engagement activities and deployment of BTL elements, RBP program
• Collect feedback from retailers and competitors to share with RSMs.
• Address retailer complaints and ensure service quality.

Skills

Sales

FMCG

Distributor management

Retail engagement

Education

Graduation (any)

Job description

JOB ROLE:Trade Sales Manager

REPORTING TO:Regional Manager - Trade Sales

TYPE OF ROLE:Individual Contributor Role

BU/ DIVISION:Consumer Products- Trade Sales

JOB PURPOSE:

TSMs execute sales plans on the ground, working closely with distributors and retailers to drive sales.

KEY RESPONSIBILITIES

- Business

Secondary Sales

• Achieve daily/weekly secondary targets.
• Drive DSO R&R and other engagement programs
• Achieve monthly & Quarterly targets (DOA & WOD) of Platinum & Gold outlets.
• Ensure timely collection of payments from distributors and direct dealers.
• Visit all Platinum and gold outlets and ensure target achievement
• Placement of NPD at the right set of outlets and achieve NPD targets

Secondary Phasing

• Ensure weekly target achievement

Nex Direct Dealers

• Ensure regular billing of nex direct dealers.

- GTM Execution

GTM Execution:

• Execute the network expansion plan by adding required no of distributors for a specific BU.
• Ensure primary collection of the old distributor within the timelines

Distributor Infrastructure

• Ensure distributor have required infrastructure as per the guidelines
• Ensure that Regular service of the trade by faster delivery by distributors.

- In Market execution

Process Efficiency Improvement

• Improve market service speed and execution quality.

Driving Productivity

• Maximize sales calls and coverage efficiency in the territory.

Driving Weighted & Numeric Distribution

• Expand retailer base and improve stock placement at outlets.

Market Working

• Ensure DSO Availability, Market working and servicing to top outlets personally

Scheme Optimization & Loyalty Management

• Timely Communication of schemes in trade and monitor their effectiveness.
• ISP management: Ensure target achievement of ISP outlets.

Market Activities

• Executing market engagement activities and deployment of BTL elements, RBP program

Market Intelligence

• Collect feedback from retailers and competitors to share with RSMs.

- After Sales

After Sales Service

• Address retailer complaints and ensure service quality.

EDUCATIONAL QUALIFICATIONS

Graduation (any)

WORK EXPERIENCE

• 3-5 years of experience in B2C sales preferably from FMCD /FMCG/ consumer durables industry and Geographical exposure of the region.
• Must have experience in sales & marketing experience.

INTERNAL / EXTERNAL INTERFACE

• SCM
• Logistics
• Marketing
• ABM
• Finance

BEHAVIORAL COMPETENCIES

• Think Beyond
• Put Customers First
• Collaborate to Win
• Develop Talent
• Be the Best
• Be Agile