Territory Sales Executive

**Designation**

**MT TSE**

**Grade**:

- JM3**Qualification**:

- Graduate + MBA (Optional)**Age**:

- 25 - 33 Yrs**Experience**:

- 5 - 9 years of Experience**Sr No**

**Key deliverables**:
**1**

**Field Work**
- Driving Secondary Coverage as per APO Plans- NPD - Listing & Launch Plan- National/Regional TOT's - Ensuring Compliance and execution of all National ToTs for the assigned Territory.- Expansion of Brand/SKU presence for Marico products - Fair share of Shelf - Ensure delivery of fair category share, Influencing Planogram share at stores.- Drive efficiency indicators Fill rates, Stock freshness, availability and visibility norms- Drive and effectively execute various store level agendas like visibility, promotion and activation as per plan- Executing visibility plans. Execution of visibility elements chain wise- Drive PDA Usage**2**

**DD & MT Chains Management**
- Handling Direct and Indirect chains - Big Bazaar, Trent, Spencers, Max Hyper, Food World, Food Express, Nilgiris, other SAS chains etc- Constant interaction, negotiation and relationship building with the respective Category Managers to ensure business plans, non volume expectations and enhanced visibility post thorough Cost Benefit Analysis.- Liaison with different functions like supply chain, commercial and category teams of the chains and the company- Build good network and relationship with Chains & Effectively addresses issues/Conflicts, If Any- DD Appointment and Removal as per Norms- Motivation of DD -Ensure Healthy ROI Earning, Increasing involvement- DD s claims and Reconciliation - Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms for all Cover- TMR Hard Copies collection by TSE from DD- Review of Financial Health - Calculate and Review DD ROI, Suggest Action plan in case of any deviation from Norms, Ensuring DD updates collections in MIDAS- Ensuring DD Infrastructure Requirements as per Norms - Beat Service, Delivery Units, FF, Godown, Computer- Able to build healthy relationship with respective Category Managers to ensure business plans, non volume expectations and enhanced visibility post thorough Cost Benefit Analysis.**3**

**Promoter/ISR/Merchandiser/Supervisor**
- Selection, Training, Induction & On-Boarding of MT FF- Conducting compulsory class-room Training all FF every cover- Ensuring skill Upgradation and capability building of Modern Trade team.- Calculate salaries of FF every month- On The Job Training (Each Cover) /Hand-Holding to Promoters: Selling Skills, Product Knowledge, Merchandising, New Product Launch- Merchandisers Management- Carrying out periodic assessment of the team and deciding on the grade- Recommending salary revision of all FF every year- Managing ad-hoc additional promoter/agency promoters**4**

**Business Planning & Review**
- Planning and offloading monthly plans, schemes and visibility to chains - Promoters and ISR - Basis P3M, Chain wise Contribution, Market Share, Top Brand, NPD, Growth- Monitoring and analyzing in-store gaps and ensuring Store fills, Healthy MBQ, Brand wise growth/De-growth- Conducting JC Meeting: Reviews the chain, MT FF periodically and at SKU level with respect to purchase order, fill rates, stock outs - Highlighting Out of Stock, If Any- Planning and Executing Special Drives Like Big Day, etc effectively- 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, Special Agendas and incentives to MT FF from long term perspective : Aiming at overall growth, Market Share- Planning chain-wise special supports, visibility and activations in order to achieve monthly plans- Reviewing fill rate**5**

**Reporting and Database Management**
- Understanding of Midas and Mi Net- Maintain sales data daily, block wise, monthly, quarterly and annual basis. Data reporting: Off take Data(Monthly, Weekly), Bill Wise Item Wise, TOT Claims- TSE - Off Take Tracker for all promoter led stores- Providing Sell Out Rate for all Cash & Carry Stores every week- Maintaing record of all outlets in the HQ-chainwise- TMR, JC MOR, Block 1, Block 2 and liklies- Submission of Claim - Entry of E- Claims- Providing top store stock report every week**6**

**Financial & Commercial Acumen**
- Ensure commercial discipline is maintained as per ToT in transactions with Modern Trade chains and facilitating timely Account Reconciliations.- ROI Calculations as per Norms- Understand pricing cascade- L &D Policy - Procedure for submission and issuing of L&D claims- DD Appointment & Separation as per Policy - Taking Care of Financial Perspective- Claim Management - Timely Entry, NOC As per Norms- Calculating/Claiming Margin Diff/TOT Claims of the DD every Month- Claiming FF Salaries every month- Collection of payments from certain chains like Spencers, Future Value Retail as per credit day norms- Providing all visib