- Achieve monthly primary sales targets through distributor billing
- Generate orders from retailers and coordinate billing through distributors
- Drive product-wise sales mix in line with business objectives
B. Secondary Sales & Retail Offtake
- Ensure regular order generation from chemist outlets
- Increase outlet-wise offtake and repeat business
- Promote product movement through retailer engagement
C. Outlet Coverage & Beat Planning
- Execute daily beat plans effectively
- Visit 2025 outlets per day
- Ensure complete monthly coverage of assigned outlets
- Maintain healthy call average and strike rate
D. Stock & Availability Management
- Ensure zero stock-outs in priority outlets
- Monitor stock availability at distributor and retail levels
- Coordinate timely replenishment and inventory movement
E. Relationship Management
- Build and maintain strong relationships with chemists, pharmacists, and retail decision-makers
- Drive retailer confidence and product recommendation
- Ensure high retailer engagement and service standards
F. Trade Scheme Execution
- Execute trade schemes, retailer offers, and promotional activities effectively
- Communicate schemes clearly to retailers
- Track scheme performance and market response
G. Distribution Expansion
- Identify and onboard new retail outlets and chemists
- Improve numeric and weighted distribution within the territory
- Expand market reach and outlet penetration
H. Market Intelligence & Reporting
- Track competitor activities, pricing, schemes, and new launches
- Provide regular market feedback and insights to ASM
- Report stock gaps, retailer concerns,
and business opportunities
Daily / Weekly Work RhythmDaily Activities
- 2025 outlet visits
- Order booking and sales generation
- Stock checks and replenishment follow-up
- Retailer engagement and scheme communication
Weekly Activities
- Review sales achievement vs targets
- Analyze strike rate and outlet productivity
- Share market intelligence and competitor updates
- Review stock availability and distributor coordination
Key Performance Indicators (KPIs)
- Primary sales achievement
- Secondary sales growth
- Outlet coverage efficiency
- Strike rate and call productivity
- Distribution expansion
- Stock availability across outlets
- Scheme execution effectiveness
Desired Candidate Profile
- Graduate in any discipline
- 14 years of FMCG / OTC / Pharma retail sales experience preferred
- Robust understanding of chemist and retail channel operations
- Good communication and negotiation skills
- Ability to manage beat plans and territory sales independently
- Comfortable with field travel across Delhi NCR
8. Preferred Skills
- Relationship management
- Territory management
- Distributor coordination
- Sales planning and execution
- Market intelligence gathering
- Retail merchandising and visibility execution Top of Form
Bottom of Form Reporting StructureReporting To: Area Sales Manager (ASM) Delhi NCRKey Stakeholders:
- Coverage of approximately 235 chemists / retailers
- Beat-based territory management across Delhi NCR
Outlet Segmentation
- A Outlets: High revenue contribution and priority focus
- B Outlets: Growth and business development focus
- C Outlets: Coverage expansion and market penetration focus