1. Trade Execution (The "Push") - Stockist Management: Maintain optimal inventory levels with distributors/stockists to ensure zero stock-outs. - Primary Sales: Achieve monthly and quarterly primary sales targets by ensuring stockists place regular orders. - Commercial Compliance: Ensure timely payment collection and reconciliation from the trade channel. 2. Demand Generation (The "Pull") - Retail Coverage: Visit a defined number of chemist outlets daily to ensure the company's "Must-Have" SKUs are stocked and visible. - Order Booking:
Generate secondary sales by booking orders directly from retailers and passing them to mapped stockists. - Scheme Communication: Effectively communicate and implement trade schemes, discounts, and loyalty programs to chemists to increase "share of shelf." 3. Market Intelligence & Visibility - Merchandising: Improve brand visibility at the Point of Sale (POS) through the placement of marketing collateral. - Competitor Tracking: Monitor and report on competitor pricing, schemes, and new product launches within the territory. - Relationship Building: Develop robust, long-term professional rapport with key chemists and stockist staff.