Trade Sales Manager - Consumer Products

Job description

JOB ROLE Trade Sales Manager REPORTING TO Regional Manager - Trade Sales TYPE OF ROLE Individual Contributor Role BU/ DIVISION Consumer Products- Trade Sales JOB PURPOSE TSMs execute sales plans on the ground, working closely with distributors and retailers to drive sales. KEY RESPONSIBILITIES • Business Secondary Sales: • Achieve daily/weekly secondary targets. • Drive DSO R&R and other engagement programs • Achieve monthly & Quarterly targets (DOA & WOD) of Platinum & Gold outlets. • Ensure timely collection of payments from distributors and direct dealers. • Visit all Platinum and gold outlets and ensure target achievement • Placement of NPD at the right set of outlets and achieve NPD targets Secondary Phasing: • Ensure weekly target achievement Nex Direct Dealers: • Ensure regular billing of nex direct dealers. • GTM Execution GTM Execution: • Execute the network expansion plan by adding required no of distributors for a specific BU. • Ensure primary collection of the old distributor within the timelines Distributor Infrastructure: • Ensure distributor have required infrastructure as per the guidelines • Ensure that Regular service of the trade by faster delivery by distributors. • In Market execution Process Efficiency Improvement: • Improve market service speed and execution quality. Driving Productivity: • Maximize sales calls and coverage efficiency in the territory. Driving Weighted & Numeric Distribution: • Expand retailer base and improve stock placement at outlets. Market Working: • Ensure DSO Availability, Market working and servicing to top outlets personally Scheme Optimization & Loyalty Management: • Timely Communication of schemes in trade and monitor their effectiveness. • ISP management: Ensure target achievement of ISP outlets. Market Activities: • Executing market engagement activities and deployment of BTL elements, RBP program Market Intelligence: • Collect feedback from retailers and competitors to share with RSMs. • After Sales After Sales Service: • Address retailer complaints and ensure service quality. EDUCATIONAL QUALIFICATIONS Graduation (any) WORK EXPERIENCE • 3-5 years of experience in B2C sales preferably from FMCD /FMCG/ consumer durables industry and Geographical exposure of the region. • Must have experience in sales & marketing experience. INTERNAL / EXTERNAL INTERFACE • SCM • Logistics • Marketing • ABM • Finance BEHAVIORAL COMPETENCIES • Think Beyond • Put Customers First • Collaborate to Win • Develop Talent • Be the Best • Be Agile