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 recent 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.
Communicat
📌 Senior Officer Sales Kolkata
🏢 The Hershey
📍 Kolkata
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