Senior Territory Sales Executive - B2C

   Business Title: Territory Sales Executive – B2C (Chandigarh)                                                          

Global Job Title: Executive                                                                     

Reports to: Manager

Global Function: Commercial                                                             

Global Department: Sales                                                                                                                           

Role Purpose Statement:

To manage the Gagan Consumer Pack Business in Chandigarh & Panchkula. Both these markets are the Key growth areas for the North 2- business. They need a close monitoring and Distribution expansion and better focus on infrastructure building. The key responsibility and ownership will bring business growth in Chandigarh.

Main Accountabilities:

• To Manage current distribution network of approx. 2 distributors in Chandigarh, Panchkula.
• Expand distribution network, primarily in Chandigarh & Panchkula
• Drive sales volume in entire Chandigarh
• Chandigarh is key markets for Gagan, so building Oils & Vanaspati sales and market equity by trade activation and consumer contacts, will be a key role under this position.
• To achieve 20% year on year growth for the next 3-5 years.

Impact/Dimensions:

• This role will have a volume business of 130 MT Avg sales/month for 2023.
• Major sale of High profit categories ie VP, Oils like GNO, SFO will come from this area only, hence consumer focus and market service need to be of highest quality, along with market activation.

Key Performance Indicators (KPIs):

• Achieve annual Volume and MAV Targets on monthly/Qtrly basis.
• 100% Geo tagging of created outlets.
• DMS installation at all Distributors above 5 mts avg monthly sales.
• Timely payment collection and Aged AR of less than 10% of total AR
• No expiry of Forecasted stocks in assigned depots

Major Opportunities and Decisions:

• Automation at Field Force level will be the key responsibility.
• Training of DSMs and making them work on SFA will be key factor in execution.
• Automation of Business Partners, DMS installation and execution through 100% fulfilment.
• Increasing the Buying outlets month upon month and analyzing the buying pattern, develop strategy for low selling products/SKUs/Beats/Towns.
• Build personal relations with Self-service Stores, which contribute significantly to Chandigarh, Panchkula Business.
• Driving secondary sales.
• Sales Forecasting with 90-95% accuracy.

Management/Leadership:

• Support sales team by sharing of experience and knowledge with team members to empower them and lead them to deliver desired results.
• Should be a team player, with good product and territory knowledge along with strong communication.
• Strong analytical ability to interpret data and guide team for achieving desired business results.

Key Relationships, Stakeholders & Interfaces:

• Having good market relations and effectively communicate with other support functions, Top Management and the Marketing Team.
• Build good and healthy business relations with the distributors/ wholesalers/ SSS and update them on emerging market trends, to build long term relationship.

Knowledge and Technical Competencies:

• Understanding of FMCG business with an ability to design GTM and execute the same through sales team.
• Oil industry knowledge and distribution systems.
• Ability to work in a dynamic market and demonstrate conviction by guiding team to desired results.
• Problem solving attitude is the key leadership skill required for this position.

Education/Experience:

• Graduate, preferably Science or Commerce.
• Business management degree will be preferred.
• Hard core Sales experience in FMCG or Edible oil business with top companies.
• Should be proficient in Local Language and Hindi, should also be good in English writing and speaking