Business Development Executive
Hindustan Coca Cola Beverages Pvt Ltd
Total years of experience :16 years, 6 Months
Handling primary and secondary sales of the assigned distributors.
Achieving the assigned targets.
Managing the assigned distributors and regularly monitoring their performance. Providing timely corrective measures (infrastructure gaps) as needed.
Hiring, training and coaching of DSRs.
Ensuring distributors share sales Data with senior officers weekly
Create, manage and follow up the market hygiene corners
Ensuring customer and project database is up to date
Develop and maintain positive working relationships with the customers
Managing a sales and distribution team of two stockists of Tata Global Beverage Ltd at South Delhi Area.
My main responsibilities are:
- Formulation of Sales and Marketing Strategies
- Setting and strengthening of Distribution system
- Creative Planning for sales related activities for the area to drive volumes, visibility and reach
- Overall Development (Coaching, Growth) of the team.
- Driving central thrust areas & key projects within the territory
- Doing follow-ups on regular basis with the team and with internal and external customers, overall I have to do extensive market work and travel.
Responsibilities:
Responsible for the overall coordination, the functional management and leadership of all of the sales activities of the business
Responsible for the establishment of both annual and monthly sales objectives in coordination with the Company's business plan
Responsible for providing an annual Sales Plan and providing quarterly updates, revisions and modifications to the Plan.
Responsible for coordinating the specific objectives of the Sales Plan with all of the functional departments of the company and, most specifically with Finance
In coordination with the VP of Business Development, establishes both market and target customer strategies for the company.
Responsible for the successful management of the needs of the Company's customers in order to meet the objectives of the company's overall business plans and strategies
Manage all of the field and in house sales functions of The Company's facilities.
The position specifically is responsible for field sales, inside sales and telemarketing, and all customer support functions of the business
Define and manage the monthly and annual sales objectives for all of the sales personnel
Spend a significant portion of time in the field both with individual accounts and co-traveling with sales personnel
In coordination with VP of Business Development, establish compensation plans for all sales personnel including salary structures, commission plans, sales contests and bonus plans
Keep up to date with recent market and industry trends, competitors, and leading customer strategies.
Responsibilities:
1. Distributor Management:
Sourcing and Appointment of Distributors as and when required.
Motivating and Coaching the Distributor Team and hand holding where required.
Implementation and management of System at the distributor point.
Handling distributor issues with regard to Claims, ROI, IT Support, Supply Chain etc.
Taking care of route operations, market scheming and stock management at the distributor warehouse
Manage stock levels to ensure continuous availability of all SKUs and regular rotation.
2. Driving Volume and Growth in the given Territory:
Managing Primary and Secondary sales.
Operation of trade schemes as defined for the territory.
Maximize distribution across the territory.
Managing High Volume Accounts and Wholesalers.
Recognizing and activating new selling opportunities in terms of channels, accounts etc.
Driving of Marketing and Growth initiatives.
Handling trade issues with regards to service, discounts, expiry / damage etc.
Dealing with consumer complaints effectively upholding Company values and integrity.
3. Merchandising and Promotion:
Manage stock levels to ensure continuous availability and regular rotation.
Ensure filling and rotation of all shelf, displays and equipment as per Company standards through the self / Merchandising team.
Ensure utilization of point of purchase material.
4. System Compliance:
Maintenance of Sales Tools including Execution Planner, Coaching Calendar, One-With-One, Work-With and RED Book.
5. Channel Management:
Awareness of various channels like grocery, E&D, convenience etc.
Awareness of channels like Modern Trade and how to tap them effectively.
On boarding of particular channels to channel-specific schemes, if any.
6. Managing/ developing the team:
Coaching of route salesmen.
Effective guidance and handling the merchandisers.
To generate new bussines through various activity.
Bachelor degree in arts stream.