Senior Officer Sales Coimbatore

Location: Coimbatore, Tamil Nadu, India

Position Title :Senior Sales Officer

Summary:

To achieve primary & secondary sales target, create visibility for the product, increase the width of distribution network and ensure timely collections and commercial viability.

Major duties & key responsibilities:

Market Execution
Understands and can drive secondary sales
Handle beat efficiently.
Able to coach TSIs
Design & handle beats to achieve better throughput per beat / per TSI.
Ensure effective merchandising
Drive range selling

Business development
Understands DPL (Dealers per lakh)
Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory
Able to map & restructure town/territory accordingly to business requirements.
Taps local events & opportunities for incremental business.
Engage with KEY retailers

Channel Partner Management
Ensures proper communication of norms & monthly sales objectives to the channel partner
Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW.
Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss
Identifies new channel partners
Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest.
Influence & engage channel partner to align him to business objectives.
Manage contingencies like TSI attrition, transport availability etc.

Selling & Negotiation
Interact with channel partners & retailers to inform about available SKUs, schemes & price points
Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation)
Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own.

Planning and Execution
Identify growth drivers for business.
Understands the given target, can break it down in weekly/daily numbers beatwise.
Knowledge of brands, sales & distribution, local activities & schemes.
Plan for achievement according to schemes planned, sales initiatives etc.
Able to break targets TSI wise.
Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target.

Communication skills
Comprehends the information and can respond back effectively.
Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back
Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively.

Achievement Orientation
Consistency in target achievement. High on energy level & enthusiasm towards profession & company
Diligent tracking of team's targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.
Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets

Knowledge & Soft Skills :

1. Has Knowledge of DMS, MS-office & formats. Able to update reports as per WOW
2. Understands & uses DMS data for better market implementation to find sources of growth for business
3. Should be comfortable working in Excel. Uses Excel to analyze secondary & primary data, Vlookup, Pivot etc
4. They should be comfortable with English and local language.
5. Should have strong fundamentals in FMCG operations
6. Should have good oral and written communication.
7. Efficient in writing mails
8. Pleasant personality and willing to meet people
9. Should be a go getter and have problem solving attitude
10. Exposure to HHT (online order booking in mobile software).

Competencies:

1. Learning orientation
2. Communicating effectively
3. Drive for results
4. Customer centricity
5. Team leadership

Minimum Education and Experience Requirements:

Education:

Full time Graduate in any field

Experience:

10+ years of sales experience in General trade,
Candidates must have front line sales experience for at least 12 +yrs.
HQ & Territories, Upcountry location, Number of travel days in month to upcountry location.
HQ- Coimbatore Urban (No upcountry Markets)

Experience in Chocolates or food industry only.

The Hershey Company is an Equal Opportunity Employer. The policy of The Hershey Company is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's race, color, gender, age, national origin, religion, citizenship status, marital status, sexual orientation, gender identity, transgender status, physical or mental disability, protected veteran status, genetic information, pregnancy, or any other categories protected by applicable federal, state or local laws.

The Hershey Company is an Equal Opportunity Employer - Minority/Female/Disabled/Protected Veterans.

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