Territory Sales Executive
4 months ago
**Designation**
**TSE**
**Grade**:
- JM3**Qualification**:
- Graduate + MBA (Optional)**Age**:
- 25 - 33 Yrs**Experience**:
- 5 - 9 years of Experience**Sr No**
**Key deliverables**:
**1**
**Field Work**
- Drive Primary, Secondary, coverage & distribution targets- Drive SD/Stockiest, PSR, ISR, VSRPerformance- Execution of New Product- Execution of Marico Trade Program- Drive VD sales and Systems.- Timely completion of NPLPs & Leading Indicators.- Tracking SD/Stockiest wise Coverage & SD to Stockiest Service- Roll out VD & GTM in a systematic Manor.**2**
**SD & Stockist Management**
- Appointment of SD & stockiest as per Selection Procedure- Handling SD and Stockiest - Ensuring SD/Stockist Service, Maintenance of Inventory at SD Point, Review of Financial Health, Every cover Review & Assess SD’s financial health based on ROI & Infra Norms- Motivation & Involvement of Stockist & SD, Ensure Healthy ROI earning Cover Wise- Relationship Management to handle SD, stockist and retailers- Monitoring Stockiest/SD Wise Consistence Growth- Understand the various Channel, channel programs at Marico and the relevance of the same- Maintain the Stockiest and SD Systems and Process(Like TMR,LND, Stock Issues and Others)- Responsible of Handling Stockiest Issues, Retailer Issues, Consumer Complains and SD Issues.- Stockist & SD claim and Reconciliation - Eclaim/Manual Claim- TMR Hard Copies collection**3**
**PSR/VSR/ISR**
- Interview, Selection, Induction of VSR/PSR/ISR- On The Job Training/Hand-Holding to PSR/VSR/ISR: Selling Skills, Product Knowledge, New Product Launch, Merchandising, Stockist Management Claims,TMRs- Reviews the respective PSR/VSR: MTD achievement against volume target, MTD achievement against distribution target (focus brands), Mandays, Leading indicators, Program, Status of NPLP, Sanctions & claims of stockist- Motivation of PSR/VSR Ensure Healthy Incentive Earning- Conducting Rural JC - Discuss & Off-Load agenda for the JC**4**
**Financial & Commercial Aspects**
- ROI/basic commercial understanding to handle the SD, stockist in a better way- Understand pricing cascade- L &D Policy - Procedure for submission and issuing of L&D claims- Stockist & SD Appointment & Separation as per Norms- Claim Management - Timely Entry, NOC As per Norms- Food Safety Audit - To Ensure All aspects covered**5**
**Business Planning & Review**
- Carry Competition Benchmarking - Proactive steps to take up competition by aligning supervisor and aggressive Planning, Execution and Review to stay ahead of competition at all times- Planning and offloading monthly Plans, schemes and incentives to SD, Stockists, VSRs, PSRs, ISRs- Planning Vol/ Non Vol Wise, Volume: SD, Stockist wise, Channel Wise Planning Break Up, ISR/PSR/VSR wise - Detailing for Focus Brands, Imp Outlet wise - Detailing for Focus Brands. Leading Indicator- Consider Planning Triggers like P3M - Average of Last 3 months, EC - Effective Coverage, BPD / Cumulative BPD, Relationship Program Led : Wholesale, TBTL / Scratch Card, Consumer Offer, Trade Offer, Micromarketing Initiatives Led at all times- Reviewing the performance of SD, Stockist, PSR, VSR, ISR on regular intervals- PJP Planning - Travel Plan - Able to Plan his travel to cover all DD and Target Offloading- Utilization of TLO’s CO’s effectively in our Market for Growth and Market share gain- Monitoring SD, Stockist, Channel wise performance and analyse growths for Key outlets and wholesale outlets.- Taking responsibility of Major potential areas and keep daily track for better prospect- Monitoring VD sales and Systems.- Healthy Stockiest Coverage on Block basis.- PSR JC Planning skills and month review mechanism- Review VSR : Market working of the Van PSR, Turnover & productivity of the Van PSR & Van BPM of all van routes- Review PSR: Review PSR MOR, LPM, Focus Brand EC, Plan deviations, SD Pivot on Trends, WMP purchase, party wise tgt vs ach & YTD points status, Distribution expansion/town addition plan, Claim Status, L&D Issues**6**
**Reporting and Database Management**
- Understanding of Midas and Mi Net- TMR, JC MOR, Block 1, Block 2 and liklies- Submission of Claim - Entry of E- Claims - like Secondary schemes, Displays, PSR/VSR Incentive- Brand Wise Distributor wise Vol for last 3 years, Outlet - Nos of Outlet - Outlet listing, Top Outlet report at brand level- JC Data Collection
- SDTMRS and Stockist TMRs Van business details, PSR MORS, WMP business details, Sec Sales Report- Review & Report: Brand wise Target / Achievement Analysis, EC, BPD, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Off-take monitors of NPD, Monthly claims, Expense statement, DD/DSR profile, ROI**7**
**Market Development**
- Launch of NPD- Town Expansion and Mapping - As per Norms addition of PSR PJP or Van route, If Required- Van Business Management - Track BPM of every van route monthly basis, Review the viability of business of all Van routes - Cost Benefit Analysis - Cont
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