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Territory Sales Executive

1 month ago

Kurukshetra, India Tata Consumer Products Limited Full time

What are the Key Deliverables in this role ?


Financial Outcomes


  1. Drive Rural Business expansion through both Superstockists, SubD Network and Pragati DB
  2. Ensure clear communication, tracking and improvement in incentive Earning of TSOs and DSRs
  3. Anchor achievement of volume & value targets by Month, QTR & Year
  4. Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.


Customer Service


  1. Drive Rural Business: Overall Rural Infra- SubD Appointments, Rural Salesman Efficiency and Cost, Overall Lines Sold, Categories billed
  2. Drive best in class rural execution by leading TSO Team ; Drive LUP, Range Billing of Super stockist, SubD, Pragati DB
  3. Effective management of Super Stockists - Issue Resolution, Drive investment and Market Servicing
  4. Ensure adequate DSR Count /Master Mapping Hygiene/Retailer Count/Route Count at Pragati DB
  5. Custodian ofRural SND: Super Stockist Count, SubD Count, Wholesale, Pragati DB, Samruddhi Count- as per Annual Plans


Internal Processes


  1. Rural Network Expansion: Track Village Coverage by POP CLASS- Expand Coverage in 20K-50K, 10K-20K, 5K-10K POP Group
  2. Market Representation and Coverage: Drive Market Coverage as per SND Norms, Ensure POP Group Level Mkt. Representation
  3. Infrastructure Deployment and Quality: Pragati Distributor Performance Efficiency; Total Lines Sold, Bills Productivity in Pragati Markets
  4. Super-stockist and Sub D range Billing efficiency, Pragati DB Range billing Efficiency


Innovation and Learning


  1. Effectively engage & motivate field force with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors


What are the Critical success factors for the Role ?


  1. Graduate/Post Graduate
  2. 4-10 years of relevant work experience
  3. Have demonstrated ability to deliver commercial value with strong Sales & Distribution
  4. People management skills to handle indirect sales force


What are the Desirable success factors for the Role ?


  1. Proven and deep knowledge of sales and distribution system
  2. Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators