Executive - Premium

**JOB DESCRIPTION**

**Objective**:To achieve the sales (Primary and Secondary), distribution and merchandising objectives for the specified routes, through a team of Market Growth Representatives for a key market (volume and image) Premium Category Sales (Premium SKUs involve high Gross Revenue packs such as Sparkling CANS, 1Lt Tetra Juice pack, Energy drink etc.)

**Title**:Executive - Premium

**Function**:Commercial

**Work Location**:Dharwad

**Responsibilities**:

- ** Sales Plan Execution**:

- Coordinate and achieve sales objectives for assigned Territory routes by brand and pack on a daily basis for secondary, primary volumes (Physical Cases & unit Cases), Gross revenue (GR) & Net revenue (NR).
- Work with Market Growth Representatives & Account Developers to improve premium numeric distribution & develop outlets for premium category across channels
- ** Customer Management**:Drive Relationship with Outlets through the team of Market growth representative and Account Developers to ensure sustained business.
- ** Market Expansion**:

- Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years. Ensure placement of Premium SKUs at these outlets.
- Take up the responsibility of developing premium routes and improving volume per outlet during market visits and provide necessary support in terms of elements, discounts, coolers etc.
- Ensure availability of Must Sell Brand flavours in premium outlets through Market Growth Representatives
- Market share gain through various ground level interventions such as driving outlet level billing vertically & horizontally.
- ** Market Execution**:Execute Channel Programmers, Promotional activities for the given set of outlets. Plan for merchandising elements, coolers based on outlets/ market requirements and as per the RED standards. Prepare MGR wise action plans for improving RED (Right Execution) parameters, HE etc.
- ** People Management**:

- Carry out on job trainings with Market growth representatives (Off Role) to improve Execution skills on the job.
- Evaluate performance and skills of MDs and provide inputs via on the job coaching, training etc.
- Conduct Joint Weekly, Monthly Review with Zonal Premium Head & ASM to review performance wrt Sales, Execution Parameters of Market Growth Developers and work on agreed actions.
- Review Performance and market issues to be resolved via daily Gate Meetings
- ** Budget Management**:

- Propose Discount spend for given set of outlets to drive business. Closely monitor customer outstanding and claims and ensure compliance to credit and other policies.
- ** Asset Control**:Ensure regular tracking of our Assets and ensure asset movements etc in compliance to the Asset Policy.
- ** Distribution Management**:In routine ensure monitoring distributor ROI, SKU wise margins, DMS (Distribution Management System), scheme spend distributor to market outlets and premium stock availability at distributor end.

**Supervises**:Market Growth Representatives and Account Developers

**Internal & External Stakeholders**:Distributors, Retail Customers, Enabling functions (such as Distribution, Channel team etc.)

**Direct Reports: No**

**Grade (Internal Reference)**: 6

**Geographical Scope: Hubli/Dharwad**

**Reports To**:Zonal Premium Head

**Business Knowledge**:Knowledge of Sales & Distribution preferably in an FMCG Company

**Functional Skills**:Excel working, data analysis

**Job Requirements**:
**Qualifications**: Graduation or MBA

**Experience: 2**-4 years

**Travel**:Continuous travel within the designated area - 80% Travel in a month