Area Sales Executive

Function: Sales

Key Stakeholders:

Internal:

• Sales Admin,
• Depot,
• Quality

External:

• AW & AWSM,
• Retailers,
• Wholesalers (W/S)

Educational Qualification: Graduate

Desired Competencies:

Market Execution, Business Development, Channel Partner Management, Selling & Negotiation,

Key Responsibilities:

Ensure achievement of secondary sales targets

• Setting objectives for AW
• Breaking objectives for AWSM (beat-wise)
• Ensure communication of objectives to AW
• Periodic tracking of objectives

AW Management

• Align, support & motivate AW to meet business objectives
• Ensure adequate infrastructure & systems
• Act as a commercial interface between AW & BIL

Coach, manage & evaluate AWSM performance

• Coach AWSM on BIL best practices & WOW
• Train AWSM on Sales Call Process
• Evaluate their performance Periodically
• Provide on the job support / guidance for addressing territory specific issues

Ensure adequate service level in market & build business in existing & new outlets

• Ensure adequate servicing at dealer points
• Maintain relations with existing dealers
• Increase the depth and width per dealer
• Prospect new outlets
• Perform activations as per decided by ASM

Execute visibility implementation & Merchandizing

• Ensure adherence to plan-o-gram
• Ensure execution of primary & secondary Merchandizing
• Ensure execution of Visibility Implementation

Implement launch of new consumer promos / trade schemes & new products

• Operationalize new product through communication & sampling
• Effectively communicate schemes to AWSM to ensure right sell-in at the dealer point
• Track & review performance of new products / schemes

Market Intelligence

• Collect & report required market information on competitor activities like promotions (trade & consumer), service day, off-take, prices, new launches, visibility etc

Maintain records & systems

• PJP data
• MIS reporting
• Ensure Hub of UDAAN

Represent Britannia for consumer complaints

• Visit consumer to address & sort quality complaints.
• Inform Quality about status of complaint