Territory Sales Officer

**Designation**

**TSO**

**Grade**:

- JM2**Qualification**:

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

- 24 - 32 Yrs**Experience**:

- 2 - 5 years of Experience**Sr No**

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

**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**2**

**DD Management**
- DD Appointment and Removal as per Norms- Motivation of DD -Ensure Healthy ROI Earning, Increasing involvement of by Recognition Programme such as 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- 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, DSR, Godown, Computer, Staff**3**

**DSR/Merchandiser**
- DSR Interview, Selection, Induction- Motivation of DSR Ensure Healthy Incentive Earning: Incentive Maximization of DSR- Reviews the respective DSR’s and educate them for their Incentive earnings which they losing Brand wise 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**4**

**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**5**

**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 Offer, Trade Offer, Micromarketing Initiatives Led- 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**6**

**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- TSO Bluebook - It Consists of Brand Wise Distributor wise Vol for last 3 years, Outlet - Nos of Outlet - Outlet listing, 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**The positions reports into**:

- Area Sales Manager**Other key interfaces**:

- Channel Partners- Regional Commercial- Depot Personnel