Senior Sales Officer

1 week ago

pune, India Mars Full time

The role is responsible for ensuring delivery of the organization's business plans in the geography assigned. The business plans here mean required infrastructure, distributor network, distribution points, in store execution standards and finally sales value deliver. The role helps translate business strategy into specific actions in the trade to help meet business objectives of distribution, shares and sales value.

Market Functions:
Account-wise planning to ensure achievement of business targets through infrastructure, visibility and service levels
Size and seize market level opportunities by building a strong business case around them and getting necessary investments and efforts to realize them
Provide effective Demand Forecast for their territories for current as well as next period requirements of Key SKUs to ensure delivery of plans and higher fill rates
Engage with accounts and distributors so as to create collaborative, long term relationships with them to support growth ambitions
Ensure delivery of In Store Visibility and execution as per MARS standards leveraging tools available
Drive improvement of Service Levels to accounts by ensuring timely and in-full servicing of POs
Customer Related Functions:
Liaison with Store Buyers / Regional Category leads and implement centrally agreed campaigns / Activations to drive Sales
Drive compliance of TOT Elements in all the stores handled in their geography (esp fair share category placement / Additional Visibility elements / Check-out Units placement and Planogram hygiene)
Close tracking of implementation of Promos in all stores and deployment of stocks on shelf
Driving commensurate POs in sync with any additional Visibility or activation being run in a store

People Function:
Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programmes as designed by the company
Drive in-store Productivity and effectiveness by regular review and usage of Technology tools like MT App
Coach TSIs, Promoters, Merchandisers on the Mars processes and drive desired productivity levels
Implement structured training interventions as per agreed calendar to continuously upskill their field team
Recruit desired numbers of Field Associates (TSI, Promoter, Merchandiser) of targeted profiles within specific timelines
Administration:
Ensure timely submission of trade and distributor related paperwork such as claims, competitor information and any other information required from time to time
Effectively coordinate with CFA and Distributors to ensure adherence to PDP and delivery schedules.
Timely reporting of Weekly / Periodic Sales Reports, Inventory details, Reports on Visibility elements execution
Constantly monitor and drive the Distributor ROI and claim submission hygiene

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