Territory Sales Manager - FMCG Chocolates (TN)

Location: Tamil Nadu, India Position Title : Sales Officer Tamil Nadu Summary: To achieve primary & secondary sales target, create visibility for the product, increase the width of distribution network and ensure timely collections and commercial viability. Major duties & key responsibilities: Market Execution Understands and can drive secondary sales Handle beat efficiently. Able to coach TSIs Design & handle beats to achieve better throughput per beat / per TSI. Ensure effective merchandising Drive range selling Business development Understands DPL (Dealers per lakh) Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory Able to map & restructure town/territory accordingly to business requirements. Taps local events & opportunities for incremental business. Engage with KEY retailers Channel Partner Management Ensures proper communication of norms & monthly sales objectives to the channel partner Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW. Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss Identifies new channel partners Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest. Influence & engage channel partner to align him to business objectives. Manage contingencies like TSI attrition, transport availability etc. Selling & Negotiation Interact with channel partners & retailers to inform about available SKUs, schemes & price points Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation) Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own. Planning and Execution Identify growth drivers for business. Understands the given target, can break it down in weekly/daily numbers beatwise. Knowledge of brands, sales & distribution, local activities & schemes. Plan for achievement according to schemes planned, sales initiatives etc. Able to break targets TSI wise. Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target. Communication skills Comprehends the information and can respond back effectively. Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively. Achievement Orientation Consistency in target achievement. High on energy level & enthusiasm towards profession & company Diligent tracking of team's targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target. Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets Knowledge & Soft Skills : Has Knowledge of DMS, MS-office & formats. Able to update reports as per WOW Understands & uses DMS data for better market implementation to find sources of growth for business Should be comfortable working in Excel. Uses Excel to analyze secondary & primary data, Vlookup, Pivot etc They should be comfortable with English and local language. Should have strong fundamentals in FMCG operations Should have good oral and written communication. Efficient in writing mails Pleasant personality and willing to meet people Should be a go getter and have problem solving attitude Exposure to HHT (online order booking in mobile software). Competencies: Learning orientation Communicating effectively Drive for results Customer centricity Team leadership Minimum Education and Experience Requirements: Education: Full time Graduate in any field Experience: 5+ years of sales experience in General trade, Candidates must have front line sales experience for at least 5 +yrs. HQ & Territories, Upcountry location, Number of travel days in month to upcountry location. Territories - Coimbatore or Trichy or Salem or Tiruppur or Madurai Experience in Chocolates or food industry only. #J-18808-Ljbffr The Hershey Company