Territory Sales Executive - B2B

Objective:-
To manage the Institutional Consumer Pack Business in Cochin. This is a new market and will be a Key growth area for the Regional business. They need a close monitoring and Distribution expansion and a better focus on infrastructure building. The key responsibility and ownership will bring business growth in Cochin.

Main Accountabilities:-

• To Manage the current distribution network of distributors in Cochin.
• Expand distribution network, primarily in Cochin
• Drive sales volume in the entire Cochin
• Cochin is a key market for Institutional, So building Oils & Vanaspati sales and market equity by trade activation and consumer contacts, will be a key role under this position.
• This being a new market will have to develop the market for achieving year-on-year growth for the next 3-5 years.

Impact/Dimensions:-

• This role will have a volume business of  3800 MT Avg sales/month for 2023.
• Major sales of High-profit categories ie VP and oils like SFO will come from this area only, Hence consumer focus and market service need to be of highest quality, along with market activation
   

Major Opportunities and Decisions:-

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

Knowledge and Technical Competencies:- 

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

Education/Experience:-​​​​​​​

• Graduate, preferably in Science or Commerce.
• Business management degree will be preferred.
• Hardcore 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
• Computer knowledge is a must.