Area Sales Executive

3 months ago

Delhi Delhi, India Philip Morris International Full time

ASE - Varanasi

Purpose of Position : We are looking for someone who would own the primary responsibility for the sales organization within a specific area, coordinating with internal and external stakeholders to achieve sales plan objectives within the company’s policies, procedures and operational frameworks. The incumbent is expected to work closely with multiple stakeholders to maximize retail leverage, supporting in achieving set volume and market share targets and achieving profitable volume through delivering superior customer service and optimizing availability and visibility in the general trade sales channels.

Principal Accountabilities: Defining clearly the annual area objectives/targets, develop action plan for execution & implement (by cascading down to field team) commercial plans in the respective territory.

i. Volume growth Budget Operating Expenses spread across 5-10 cities

ii. To ensure availability and Indirect availability through Dealers in the region

iii. To ensure Paid visibility at outlets across channels (Dealers, MT & GT) along with non-paid tactical visibility at outlets

iv. Engage with partner sales force - with managing team and gain access to whole sales distributors

v. Manage field team to enhance business relationships.

vi. Territory Management: To define clearly the annual area, clearly define area objectives/targets, develop action plan for execution & implement (by cascading down to field team) commercial plans in the respective territory.
- Paid Retail Brand Visibility & Product Display To allocate and manage display space rental budgets to best achieve sales objectives for the area To set and execute the strategy for number and type of paid display outlets as well as display units within specific areas within the numbers to ensure retail contract and payment process is executed as per the company’s guidelines including timely contracts, audits, disbursement of vouchers and cheques and timely and accurate submission and processing of display related documentation and reports to audit samples of contracted outlets and certify compliance to all guidelines in specified format.
- Brand Visibility & Merchandising To ensure Brand Visibility and Merchandising as per cycle plan with appropriate and sufficient use of POSM (PPOSM/ TPOSM) materials according to the company’s guidelines and standards, meeting all legal & compliance requirements. To coordinate with the Trade Marketing team in ensuring optimum usage of the merchandising fixtures and to ensure that complaints regarding Merchandising Maintenance are effectively dealt with to ensure that all relevant parties including field team, partner companies and retailers meet their agreed obligations regarding Brand Visibility and Merchandising.
- Coordination for Sales and Sales Support Operations to Develop and manage relationships with counterparts including sales and sales support personnel, and leverage these relationships to achieve smooth execution of agreed sales plans and objectives, To Create and maintain weekly/daily sales plan in order to achieve the monthly/annual volume objectives within the area To ensure the smooth functioning of the company’s operations model and to coordinate with concerned departments to solve operational issues and concerns as they arise.
- Area management To develop and constantly update an extensive and in-depth understanding of industry dynamics within the area and implement plans to ensure achievement of maximum short term and long term sales potential. To assess and ensure the best possible image for the company and brands to the retail trade. To Visit and develop relationships with key outlets from sales and brand building perspectives and ensure their support to sales objectives Policy Compliance. To ensure that all team members and self uphold corporate integrity and values and ensure that all activities comply with the company’s policies and procedures, including Sales Force Operating Policies and Procedures, local and national laws and Company’s Marketing Code To Maintain Company equipment, such as vehicles etc. in good condition and ensure the same from team members.

Skills & Competencies:

- Proven experience in managing, leading, training and motivating sales force
- Strong stakeholder management, networking, conflict management and inter-personal skills

**Requirements**:

- Educational Background: Post Graduation Degree in Sales & Marketing / Business Management preferred
- Experience: Min 3-5 years of FMCG retail sales experience. Multinational Companies are preferable. Tobacco Industry Experience is a plus.

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