Territory Sales Officer

**Designation**
**Grade**:
**Qualification**:
**Age**:
**Experience**:
**Sr No**

**1**

**2**

**3**

**4**

**5**

Marico Information classification: Official

**6**

**The positions reports into**:
**Other key interfaces**:
Marico Information classification: Official

Territory Sales Officer

Graduate + MBA (Optional)
22-35 yrs

**Key deliverables**:
**Monthly Target Achievment: Field Execution**
Drive Primary, Secondary, coverage & distribution targets
Driving of Programs Bandhan, Mera,Super Mera & Umang outlet level planning and executing the weekly basis
Execution of New Product
Execution of Marico Trade Program
Merchandising
On Job Training to DSR's especially on NPD Brands

**DD Management**
DD Appointment and Removal as per Norms
Udaan, Food Safety Certifications etc.
DD s claims and Reconciliation - Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms
Maintenance of Inventory at Distributor Point - Closing Stock as per Norms at Month End
TMR Hard Copies collection by TSO from DD
Norms, Ensuring DD updates collections in MIDAS
Staff

**DSR/Merchandiser**
DSR Interview, Selection, Induction
Motivation of DSR Ensure Healthy Incentive Earning: Incentive Maximization of DSR achievements.
On The Job Training to DSR's: Selling Skills, Product Knowledge, Merchandising, New Product Launch
Merchandisers Management (City - Where it is)
Raise Earning Potential

**Financial & Commercial Aspects**
ROI Calculation as per Norms
Understand pricing cascade
L &D Policy - Procedure for submission and issuing of L&D claims
DD Appointment & Separation
Claim Management - Timely Entry, NOC As per Norms
Food Safety Audit - To Ensure All aspects covered
Program Payout at the end of Phase as per Marico Policy

**Business Planning & Review**
Plan for Primary, Secondary, coverage & distribution targets
Planning and offloading monthly plans, schemes, Special Agendas and incentives to DD and DSRs
Planning Vol/ Non Vol Wise, Volume: Distributor wise, Channel Wise Planning Break Up, DSR wise - Detailing for
Focus Brands, Imp Outlet wise - Detailing for Focus Brands, Leading Indicator: Distributor wise, DSR wise, Beat wise
Consider Planning Triggers like P6M - Average of Last 6 months, EC - Effective Coverage, BPD / Cumulative BPD,
Relationship Program Led : Wholesale - Bandhan/ Dhoom/Mera/ S Mera/ Unnathi, TBTL / Scratch Card, Consumer

Marico Information classification: Official

Analyse distributor wise and brand wise growths
Reviewing the performance of distributor and DSR on regular intervals - Volume, Non Volume, PDA Usage, PDA
Uploads, NPLP, Channel Performance, Merchandising Scores
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 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
Keep in Mind Non Volume parameters and drive the business growths

**Reporting and Database**
Understanding of Midas and Mi Net
Review & Report: Brand wise Target / Achievement Analysis, EC, BPD,RED, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Off-take monitors of NPD, Monthly claims, Expense statement
DSR incentive claims to come along with Dist Claims with other supporting as per incentive policy.
TMR, JC MOR, Block 1, Block 2 and liklies
Submission of Claim - Entry of E- Claims
Top Outlet report at brand level,
DD/DSR profile, ROI, TSO/DSR Incentive Earning Trend
Distributor wise Bpm and Key Brands Vol Growth/Degrowth
Channelwise Distributor wise Bpm and Key Brands Vol Growth/Degrowth
Programmewise Distributor wise Bpm and Key Brands Vol Growth/Degrowth
Last 2 Years Bandhan/Umang/Unnati Pivots

Area Sales Manager

Channel Partners
Regional Commercial
Depot Personnel

Marico Information classification: Official

**Salary**: ₹400,000.00 - ₹1,000,000.00 per year

Schedule:

- Morning shift

**Experience**:

- total work: 1 year (preferred)
- Sales: 1 year (preferred)

**Language**:

- English (preferred)

Ability to Commute:

- Mangalore, Karnataka (required)

Ability to Relocate:

- Mangalore, Karnataka: Relocate before starting work (required)

Willingness to travel:

- 25% (preferred)

**Speak with the employer**
+91 9989369336