Territory Sales Executive

Job Summary

Manage the assigned sales team with general trade channels. Ensure that effective supervision and management of all aspects of sales assignment.

Roles & Responsibilities

• Budget Achievement
• Budget Allocations as per Strategies
• Business development 
• Check with route plan as per daily planned in HHT
• Competitor tracking & Ensuring OSA
• Controlling and monitoring of Receivables
• Controlling Over Dues rep-wise.
• Credit control
• Customer  Relationship management
• Customer Business review on regular basis
• Customer Relationship Management
• Daily Market Visits & solving the problems of the customers
• Dealing Customers Ensuring OSA
• Develop healthy relationship with the customer.
• Developing the Effective Coverage Category wise
• Ensures that the sales rep visit the out lets as per JP and that the required number of calls per day is achieved and provide assistance to team whenever any problem arises in any outlet
• Ensuring OSA
• Focus on EC coverage
• Follow up with Over dues payment
• Forecasting (Promo Sku’s)
• Forecasting and OTIF deliveries
• Implements price as agreed with line management
• Improvement in Effective Coverage Category wise
• Keeps himself acquainted with company’s vision, company’s short term and long term objectives and co-ordinate with team members.
• Maintaining SOS (Share of Shelf)
• Management Of Reporting Staff
• Market Execution
• Monitoring Competitor Activities & Counter Strategies.
• Monthly Sales Achievement Brand Wise Category wise.
• Negotiating & Closing Annual Business Development Agreements.
• New product listing
• Obtain daily report with sales rep, and discuss on daily target achievement
• Obtaining all reports from the team members such as DSR, DCR, Productivity and EC
• On Shelf Availability Task (Maintain OSA Score Across All Category )
• Outlet wise target plan
• Performance Evaluation of reporting Staff
• Plan and Achieve category wise target
• Planning and executing Secondary activations/ National promotions
• Planning Extra Outlet promotions
• Product Execution, Product Listing, & Availability.
• Promotional Planning for the region as per set budgets
• Proper Coverage in the region/
• Provide monthly task plan to sales and ensure achievement
• Provide necessary feed-back of market activity to the reporting manager
• Resolving customer issue.
• Responsible for achieving monthly quarterly and yearly Targets.
• Responsible to control and monitor the Market Outstanding of the team
• Route Auditing with the reps.
• Sales Promo Forecasting
• Shooting category wise target
• Should be a listener and problem solver
• Team Management
• Timely collection of payment
• To develop healthy relationship among the subordinates to get the maximum output.
• To ensure that the monthly target in terms of value achieved,
• To propose new plans/ideas/suggestions to increase the sales and distribution
• To provide necessary feed – back to immediate manger about the market activities.
• To take necessary steps to secure prominent shelving/displays for company products, i.e, shelving eye level shelf, floor/Gondola displays for promotional packs
• To work towards developing a professional sales force through proper training

KPIs

• Achieving volume and value target
• Category wise growth in sales.
• Control on market returns
• Controlled Overdue.
• Cost saving
• Customer Relationship 
• ECO and OSA Targets
• Effective Coverage
• Follow up back up orders pending for deliveries
• Market Execution
• Market share
• Monthly Budget achievement which results in Annual Budget Achievement  
• Monthly Sales Achievement Brand wise & Category wise
• NPD listing
• OSA Scores and Damage/Expiry control
• Over All Productivity ( Effective Coverage, OSA Scores)
• Overdue control
• Payment Collection
• Process efficiency
• Productivity
• Receivables Target Achievement.
• Sales Achievement
• Sales Returns & Damages.
• Value Target
• Volume

Work experience requirement

• 1 to 3 years’ experience in similar role in KSA.
• Total of 3 to 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

• Bachelor degree in business or management related field.
• MBA degree in business or management related field.

Competencies
Business Acumen
Knowledge of Value Chain Management
Sales and Distribution Strategy Management
Consumer Behavior B2B and B2C
Negotiation Skills
Communicating effectively
Self and Team Management
Planning & Decision Making
Customer Centricity
Ownership & Result Orientation