Sr. Territory Sales Executive
Tata Consumer Products Ltd.
مجموع سنوات الخبرة :9 years, 3 أشهر
Key Results Area
•Develop the Sales & Distribution (Go-To-Market) Strategy for the sales organization in conjunction with regional teams to enable best-in-class Market & Outlet coverage & Weighted Distribution for TCPL Brands. Constantly engage with the field teams to ensure timely and quality execution of the same
•Benchmark best practices in Industry and competition and constantly Innovate to improve Sales systems and processes systems so as to enable higher efficiency and productivity. Leverage technology solutions to further enhance the same
•Develop and Implement the Top Outlet strategy for the organization both in Grocery Retail, SAMT and Wholesale
•New product launch / Exclusive SKU's for the channel: Build robust plans for all NPD's / exclusive Channel SKU's with key focus on retail planning basis
•Business Intelligence/Analytics: Investigate & integrate relevant facts and insights (Shopper, Customer & Channel) to identify Category/Brand growth opportunities
Key Job Responsibilities Sales Focus
•Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands.
•Sales target setting and monitoring for Distributors, ISR's at a Beat level.
•Monitor Actual Sales and mid-course corrections and inputs to reduce variance against expectations.
•Sales projection for distribution business Area & Business Planning
•Identify potential towns & appoint distributors in line with business strategy.
•Plan & allocate ISR's basis market potential.
•Formulate & execute the secondary sales plan - Area wise, Distributor wise, Brand wise, SKU wise Distribution Management
•Ensuring quality of market coverage through effective use of ISR and distribution network.
•Develop and ensure implementation of Distribution plan across distributor territories.
•Ensure category availability, visibility & freshness (Stock rotation).
•Ensure that the ISR's are servicing the market for breakages & stock destruction Reporting
•Daily activity report.
•Monthly Performance Report from Distributor to Retailer Level.
•SA/ISR Productivity reports on area performance.
•Retail Audit & Retail Universe update
Area - Urban Wholesale of Odisha & Chhattisgarh Professional Objectives 1. Sales Target Achievement
•Responsible for achieving the sales target through channel sales for the area allocated, Achievement of targets for all channels to achieve area sales and growth objectives
•Forecasting sales and planning & managing the inventory, to assure availability of products on time and maintain healthy stock turn.
•Conduct road shows for presentation of new product to the trade
•Plan primary, secondary and territory schemes for his area 2. Channel Partners Management
•Maintains relationships, negotiates and closes deals with key channel partners.
•Identify new channel partners to increase sales in the region
•Screening of customer claims and ensure their settlement
•Carry out mapping of area wise footwear distributors 3. Inventory Management
•Manage the inventory by carrying out sales forecasting for inventory management
•Create and implement liquidation plan for slow movers
Worked with Eveready Industries India Ltd (General Trade) for more than 2.5 Years in Sales Profile at Raipur HQ and was taking Raipur & South CG Business Professional Objectives
•Responsible for Primary & Secondary Sales
•Handling Dealer & Distribution Network & Channel Management
•New Market Penetration
•Team Handling, Handling Southern Chhattisgarh Area in General Trade
•Planning for marketing activities in respected areas
•Competitive feedback & Innovation for better results
•Tracking of effective coverage
Worked for Hamdard Laboratories (INDIA) in Sales & Marketing Profile in Raipur
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