Designation

Senior Territory Sales Executive - Varanasi Function

General Trade Location

Varanasi Reporting To

Area Sales Manager - Varanasi Key Deliverables in this role

Drive Primary & Secondary Sales

ÙPrimary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory

ÙSecondary sales (Retail Distribution) - Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory

Prepare market execution plan (day-wise MJP) & submit weekly reports

ÙProvide ground-level inputs for promotions, local activations & demand forecasting exercise

Demand forecasting

ÙRegular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager about the territory

Claim management

ÙEnsuring timely submission of stockiest claim along with supporting documents adhering to the company’s guidelines

Build capability

ÙCapability building of the indirect sales force by communicating and reviewing their delivery against expectations,



and enhancing their sales skills by conducting market work with them & regular training

ÙTimely review/ communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery

ÙCo-ordination with Finance team for pricing issues, accounts settlement, claims management.

ÙEffectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

Critical success factors for the Role Ù

Proven and deep knowledge of sales and distribution system

ÙKnowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators

ÙKnowledge of competitor mapping and benchmarking

ÙPeople management skills to handle indirect sales force

Desirable success factors for the Role

ÙA graduate / post-graduate with 2 – 8 years of prior work experience in a consumer goods sales workplace in a frontline sales role

📌 Senior Territory Sales Executive - Varanasi (India)
🏢 Tata Consumer Products
📍 India