Trade Sales Manager - Consumer Products

Bajaj Electricals; Vellore; On-site; INR 600,000 - 900,000; Full time

Job summary

Bajaj Electricals is seeking a Trade Sales Manager to drive retailer and distributor engagement and achieve targeted sales in the designated region.

The role focuses on secondary sales, channel expansion, and market execution with emphasis on timely collections and distributor infrastructure. Prior B2C FMCG or consumer durables experience is preferred.

Qualifications

• Graduation (any).
• 3-5 years of experience in B2C sales, preferably FMCG/consumer durables, with regional exposure.
• Solid sales & marketing experience.

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 Platinum and Gold outlets and ensure target achievement.
• Placement of NPD at appropriate outlets and achieve targets.
• Execute network expansion by adding required number of distributors.
• Ensure primary collection of old distributors within timelines.
• Ensure distributors have required infrastructure and regular trade service.

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