Area Sales Executive (GT) Mangalore

The Hershey Company

Mangalore, Karnataka
Permanent
Full-time

15 days ago

Location: Mangalore, IndiaPosition: Area Sales Executive- GT - MangaloreSummary:The Areas Sales Manager is responsible to develop plans to increase sales, customer base and expand distributors across all Hershey India products in an assigned geographical area as per sales targets.The key responsibilities of the role include connecting with distributors to increase customer base, setting targets for each sales officer, evaluating performance of the sales team and analyzing sales figures.Major Duties/Responsibilities:Manage Sales Infrastructure:1. Able to firm up S&D plan for the year based on territory priorities and execute effectively
2. Fix quarterly phasing in discussion with SOs and build the plans at a PJP level3. Analyze potential areas in assigned geography where Distributor appointment would enhance business prospects.Distributor management:

Understands how to appoint right Distributors and evaluate them on financial strength, infrastructure, experience, market standing
Make channel partner adequacy plan and ensure execution of the same
Lead distributor performance review and objective setting
Manage Distributor hygiene

Sales and Operation Management:1. Ability to give right demand forecast2. Analyze past trends on demand FC and course correct3. Draft Local Trade promotion plans to fulfill gaps or where potential exceeds FC.4. Review team on months secondary sales objectives 5. Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and EDGE Scorecard and discus Sales MIS and EDGE Scorecard with the Team.Sales Development:

Ability to design and execute trade promotion plan
Identify activation opportunity with respect to a brand, occasion or an event Communicate activity objectives/ success metrics and execution plan.
Ensure effective merchandising in Key outlets

Manage Talent:

Coach the Territory Heads on the Sales Execution and Territory Management.
Ensure complete staffing
Identify Learning and Development areas for the team and lead implementation of the Sales Training Program
Set KRA for Self and team in line with organization priorities and ensure cascade of company objectives within team and with channel partners

Key KPIs:

Volume of sales (INR)
Reach (no. of outlets, no. of small towns)
Brand building activities / POS activations
Attrition of manpower
Fill rate
Margin

Minimum knowledge, skills and abilities required to successfully perform major duties/responsibilities:Knowledge:

Must be from FMCG industry.
Experienced in handling multiple categories.
Must have experience in General trade.
Awareness of the regional language of area assigned preferred.
Experience in the state of Karnataka.

Skills:

Good analytical and problem solving skills
Good communication skills
Proficient in Microsoft Office applications
Excellent management, leadership and organizational skills
Exceptional customer service skills
Outstanding negotiation and consultative sales skills

Minimum Education and Experience Requirements:Education: Graduate, MBA preferred, Candidates from Business Schools are preferredEducation: 6 - 8 years of experience in a FMCG industry in sales.

The Hershey Company

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