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Senior Executive

3 months ago

west bengal, India DIAGEO India Full time
JOB TITLE
Senior Executive – Sales
QUALIFICATION: MBA in Sales & Marketing
Experience: • 2 years’ experience in Alco - Bev sales
Knowledge & skills:
• Must have experience in handling Key Accounts and MOT in an aggressive market environment
• Team Handling Skills
• Business Acumen
• Communication Best Suited for someone who
• Knows how to get the best out of people and can be a source of inspiration
• Is a great coach
• Able to plan for others and structure their workin
AREAS OF RESPONSIBILITY PERFORMANCE MEASURES (QUANTITATIVE / QUALITATIVE)
1 Strategy and planning
• Responsible for the On-Trade sale in the state / territory.
• Develop and maintain the sales and marketing business plan.
• Design and monitor individual and team sales objectives on monthly, quarterly and annual basis.
• Responsible for maintaining the MOP in the state / territory.
• Should be able to counter extreme environmental challenges to business
2 Grow Market Share
• Regularly conduct On-Trade outlet audits to study market share movements and track market share.
• Concentrate on strong tracks for volume growth & weak tracks to build brand image & generate growth.
• Work with the team to correct market working discipline, daily targets vs achievement tracking.
• Responsible for PJP adherence of the team and ensured strict adherence to working norms & practices.
3 People and Organization • Responsible for developing the team through motivation, counselling, skills development and product knowledge development. • Establish the process of monitoring the performance of individual and team by proper reporting and communications mechanism involving sales reports, cyclical sales meetings etc. and individual growth plans. • Recognize and celebrate team and team member accomplishments. • Ensure sales and product training are provided to the team and off-roll sales personnel as required from time to time for enhancement of productivity
4 Schemes and Promotions • Design and execute promotional scheme and special offer to achieve short term & long term volume objectives and increase trade advocacy & increase share in state / territory. • Plan & execute consumer centric activities in the state – focus on generating trials and increase penetration. • Responsible for promotional budget for the brands. Utilization of sales promotional & merchandising activities, monthly schemes at the point of sale for achieving sales target and brand awareness. Activation - aligning to the national agenda
5 On-Trade Management • Ensure the RTC implementation at the On-Trade outlets in the territory / state. • Maintain the organization standard wrt. Quality, distribution, visibility, promotion, price and persuasion at the on-trade outlet. • Align the team for execution of the marketing plans in the territory as per the guidelines of the from state / regional marketing team while working within company policies, resources and budgets. • Ensure sales and product training are provided to the team and off-roll sales personnel as required from time to time for enhancement of productivity 6 Stock and SKU Management
• Set clear objectives for the team in terms of width and dept. of distribution at the on-trade universe by ensuring the availability of relevant SKUs and variants of the respective brands in the territory. • Manage the new product launches in the region. • Monitor stock availability and listing.
Diversity statement
Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.
We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills, and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.