Senior Sales Officer

Job Description

To achieve the sales (Primary and Secondary), distribution and merchandising objectives for the
specified routes, through a team of Market Growth Representatives for a key market (volume and
image)
1. Sales Plan Execution: Coordinate and achieve sales objectives for assigned Territory routes
by brand and pack on a daily basis for secondary, primary volumes (Physical Cases & unit
Cases), Gross revenue (GR) & Net revenue (NR).
2. Define route plans of the Market Growth Representatives, Account Developers to optimize
coverage cost-effectively and ensure adequate productivity.
? Customer Management: Drive Relationship with Outlets through the team of Market growth
representative and Account Developers to ensure sustained business.
? Market Expansion: Drive Horizontal Expansion with respect to number of outlets opened versus
target to improve business in the coming years.
? Take up the responsibility of opening new outlets during market visits and provide necessary
support in terms of elements, discounts, coolers etc.
? Drive conversion of high value/ high visibility outlets to Depth Outlets in Emerging Channels and ensure execution as per Company norms
? Market share gain through various ground level interventions such as driving outlet level billing
vertically & horizontally.
? Market Execution: Execute Channel Programmers, Promotional activities for the given set of
outlets. Plan for merchandising elements, coolers based on outlets/ market requirements and as per
the RED standards. Prepare MGR wise action plans for improving RED (Right Execution) parameters,
HE etc.
? Conduct Joint Weekly, Monthly Review with ASM to review performance wrt Sales, Execution
Parameters .
? Review Performance and market issues to be resolved via daily Gate Meetings
? Budget Management: Propose Discount spend for a given set of outlets to drive business. Closely
monitor customer outstanding and claims and ensure compliance to credit and other policies.
? Distribution Management: In routine ensure monitoring distributor ROI, SKU wise margins, DMS
(Distribution Management System), scheme spend distributor to market outlets.