Sales Team Lead- General Trade

Role & responsibilities

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)

Title: Sales Team Leader

Function: Commercial

Work Location: Sangamner

Job Responsibilities:

1. Sales Plan Execution:

a. 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).

b. Define route plans of the Market Growth Representatives, Account Developers to optimize coverage cost effectively and ensure adequate productivity.

1. Customer Management: Drive Relationship with Outlets through the team of Market growth representative and Account Developers to ensure sustained business.

2. Market Expansion:

a. Drive Horizontal Expansion with respect to number of outlets opened versus target to improve business in the coming years.

b. Take up the responsibility of opening new outlets during market visits and provide necessary support in terms of elements, discounts, coolers etc.

c. Drive conversion of high value/ high visibility outlets to Depth Outlets (Happy Deal, Vision 2020, Teen & College Outlets, Outlets in Emerging Channels) and ensure execution as per Company norms.

d. Market share gain through various ground level interventions such as driving outlet level billing vertically & horizontally.

1. 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.

5. People Management:

a. Carry out on job trainings with Market growth representatives (Off Role) to improve Execution skills on the job. Track PJP (Permanent Journey Plan) Compliance and other productivity Metrics of the team and provide inputs to improve the same via OJT

b. Evaluate performance and skills of MDs and provide inputs via on-the-job coaching, training etc.

c. Conduct Joint Weekly, Monthly Review with ASM to review performance wrt Sales, Execution Parameters of MDs and work on agreed actions.

d. Review Performance and market issues to be resolved via daily Gate Meetings

1. Budget Management:

a. 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.

7. Asset Control: Ensure regular tracking of our Assets and ensure asset movements etc in compliance to the Asset Policy.

1. Distribution Management: In routine ensure monitoring distributor ROI, SKU wise margins, DMS (Distribution Management System), scheme spend distributor to market outlets.

Supervises: Market Growth Representatives and Account Developers

Direct Reports: No

Geographical Scope:

Reports To: Area Sales Manager

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

Job Requirements:

Qualifications: Graduation or MBA

Experience: 4 - 8 years

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