Roles and Responsibilities :

- Sr No Key deliverables:

1 Field Work

- Drive Primary, Secondary, coverage & distribution targets
- Driving of Programs Bandhan, Mera,Super Mera & Umang outlet level planning and executing the weekly basis
- Execution of New Product in market as Norms
- Execution of Company Trade Program
- Merchandising
-

2 DD Management

- Building Involvement in Driving Key KPI
- DD Appointment and Removal as per Norms
- Motivation of DD -Ensure Healthy ROI Earning, Increasing involvement of by Recognition Programme such as Udaan, Food Safety Certifications etc.: Does Cost Benefit Analysis to maximize business benefit
- DD s claims and Reconciliation - Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms for all Cover
- Maintenance of Inventory at Distributor Point - Closing Stock as per Norms at Month End
- TMR Hard Copies collection by TSO from DD
- Review of Financial Health - Calculate and Review DD ROI, Suggest Action plan in case of any deviation from Norms, Ensuring DD updates collections in MIDAS
- Ensuring DD Infrastructure Requirements as per Norms - Beat Service, Delivery Units, DSR, Godown, Computer, Staff
- Monitors, Review & Carry Infra Stability ( Coverage ,DSR & DD) - Long term sustainable infrastructure in terms of having the right DD , managing DD ROI, hiring the right DSRs, ensuring adequate vehicles Units at all times
- 3 DSR/Merchandiser

- DSR Interview, Selection, Induction
- Motivation of DSR Ensure Healthy Incentive Earning: Incentive Maximization of DSR
- Reviews the respective DSRs and educate them for their Incentive earnings which they losing Brand wise achievements.
- On The Job Training/Hand-Holding to DSR's: Selling Skills, Product Knowledge, Merchandising, New Product Launch,



Coach and Guides DSR for Level A rating
- Merchandisers Management (City - Where it is)
- Raise Earning Potential
- 4 Financial & Commercial Aspects

- ROI Calculations as per Norms
- Understand pricing cascade
- L &D; Policy - Procedure for submission and issuing of L&D; claims
- DD Appointment & Separation
- Claim Management - Timely Entry, NOC As per Norms
- Food Safety Audit - To Ensure All aspects covered
- Program Payout at the end of Phase as per Company Policy
- 5 Business Planning & Review

- Carry Competition Benchmarking - Proactive steps to take up competition by aligning supervisor and aggressive Planning, Execution and Review to stay ahead of competition at all times
- Plan for Primary, Secondary, coverage & distribution targets.
- Planning and offloading monthly plans, schemes, Special Agendas and incentives to DD and DSRs from long term perspective : Aiming at overall growth, Market Share
- Planning Vol/ Non Vol Wise, Volume: Distributor wise, Channel Wise Planning Break Up, DSR wise Detailing for Focus Brands, Imp Outlet wise Detailing for Focus Brands. Leading Indicator: Distributor wise, DSR wise, Beat wise
- Consider Planning Triggers like P6M Average of Last 6 months, EC Effective Coverage, BPD / Cumulative BPD, Relationship Program Led : Wholesale Bandhan/ Dhoom/Mera/ S Mera/ Unnathi , TBTL / Scratch Card, Consumer Offer, Trade Offer, Micromarketing Initiatives Led at all times




- Analyse distributor wise and brand wise growths
- Reviewing the performance of distributor and DSR on regular intervals - Volume, Non Volume, PDA Usage, PDA Uploads, NPLP, Channel Performance, Merchandising Scores
- PJP Planning - Travel Plan - Able to Plan his travel to cover all DD and Target Offloading
- Utilization of TLOs COs effectively in our Market for Growth and Market share gain
- Monitoring Channel wise performance and analyse growths for Key outlets and wholesale outlets.
- Taking responsibility of Major potential areas and keep daily track for better prospect
- Keep in Mind Non Volume parameters and drive the business growths
- 6 Reporting and Database

- Understanding of Midas and Mi Net
- Review & Report: Brand wise Target / Achievement Analysis, EC, BPD,RED, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Off-take monitors of NPD, Monthly claims, Expense statement
- DSR incentive claims to come along with Dist Claims with other supporting as per incentive policy.
- TMR, JC MOR, Block 1, Block 2 and liklies
- Submission of Claim - Entry of E- Claims
- Brand Wise Distributor wise Vol for last 3 years, Outlet - Nos of Outlet - Outlet listing , Top Outlet report at brand level
- DD/DSR profile, ROI

Exp: min 1+ yrs exp in sales in Top FMCG/ Food processing/ Beverage Industry.

Kindly share your resume to [email protected] or WhatsApp@(phone hidden)

Regards

Jyotsna HR

Job Requirements :

- 1-12 years of experience in FMCG sales or similar industry.
- Strong understanding of general trade, GTS (General Trade sales), retail sales, distributor handling.
- Proven track record of achieving sales targets in a fast-paced setting.

📌 Territory Sales Officer (Kerala)
🏢 Avani Consulting
📍 Kerala