Territory Sales Executive - B2C

Role Purpose Statement :

To manage the Dalda Consumer Pack Business in Costal Andhra (The Stretch from Srikakulam till Prakasham Dist) .  Rayalaseema is a very important business market for Vanaspati and one of the most profitable Area in B2C business. Rayalaseema is holds a strong brand loyalty and is completely distribution driven. The key responsibility and ownership will be the business growth and sustaining the front end sales automation.

Main Accountabilities :

•    To Manage current distribution network of approx. 15 distributors and further expand and add another 8 this year. 
•    Get the market ready for the scale up in view of the upcoming green field Plant.
•    Manage Front line Team of Field force members and DSMs.
•    Expand distribution network.
•    Drive sales volume.

    
Impact/Dimensions :

•    This role will have a volume business of  2600MT
•    Business needs to be delivered at an Budget MAV.
•    Sale of High profit categories DVP, sustaining strength in Rayalaseema.
•    Grow Horeca segment for DVP
•    To develop SFO markets in this highly competitive areas.

Key Performance Indicators (KPIs) :

•     Primary Volume Targets
•     To achieve Budgeted Unique outlets
•     To achieve 80% Model parties
•     To achieve 80% Secondary on SFA

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.
•    Driving secondary sales.

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 (External & Internal):

•    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/ SS / Retail and update them on emerging market trends, to build long term relationship.

Knowledge and Technical Competencies :

•    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 English, should be tech Savy
•    Computer knowledge is must.