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Areas of Work: Sales & Marketing
Job Id: 14397
Role Identifier
Job Title
Territory Sales Officer – Focus Products
Department
Retail Sales
Reporting to
Area Manager – Focus Products
Grade
Sales Officers/Senior Officer
Jobs Reporting Into
None
Location / Unit
PAN India
Role Description
Job Purpose
The position is that of sales personnel who would primarily be responsible for driving sales of focus products through the distributor network for a given geographical area. Dedicated focus towards building and sustaining the distributor and sub dealer network is required. The channel is in the nascent stage as of now and needs to be developed so that it can act as the next growth driver for select categories. Nurture and manage stakeholders through focus on lead conversion, penetration of new and core products, integration with other verticals and stakeholder management thereby, achieving overall business objectives
Primary Responsibilities
Business Responsibility Areas
(Please detail out at least 8-10 responsibility areas)
Key Performance Indicators
Business objectives
Conceptualize and execute the field marketing activities around the identified focus products with a view to increase adoption and depth of these products in the market
To build a healthy distributor network for the region which will drive growth month on month
To manage a large team of off roll employees to generate sales,
develop the category and ensure customer satisfaction
Support the sale of focused products by arranging shop meets, implementing schemes and ensuring timely settlement of schemes for stakeholders
Adopt critical sub dealers from various distributors and develop them
To apply best practices of handling distributor network for the company
Demand Generation
Work closely with the identified set of stakeholders like carpenters, masons to generate market for focus products
Overall Value target
Value target at product level
Sales performance of Distributors and super stockists for region assigned
Number of active sub dealers
Scope of Work
a) Financial Scope (Range of financial spend):
As per Budget
b) People Management Scope (Range of no. of Direct/ Indirect Reports):
Indirect - DSR in some locations
c) Geography Coverage (Country-wide/ State-wide / Area-wide)
Based on the scope
d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-function-wide / Other):
Decorative Business Unit / Central Functions
Key Interactions
Internal
Marketing, Research and Technology, Retail Sales, Services and Supply Chain
External
Carpenters,
masons, sub dealers, distributors
Role Requirements / Specifications
Qualifications
Essential
Graduate Degree in any stream (BA/B.Sc/B.Com/BBA/BBM/BMS)
A minimum of 50% marks throughout education without any backlogs
Graduation must be through a full time day course
Desired
Candidates with MBA/PGDM in Sales and Marketing
Previous Experience
Desired
Experience in any role in Sales and Marketing
Distributor handling
Functional Competencies
Product knowledge
Analytical skills
Behavioral Competencies
Verbal and written communication
Decision making and problem solving
Negotiation Skills
Planning and result orientation
Additional Requirements
Role involves extensive travel in the region assigned
Proficiency with MS – Office, MS – Excel is mandatory; Tally preferred