Territory Sales Executive

Area of Responsibility

• Deliver volume & revenue sales target for all products by executing the distribution strategy at the channel-partner(RDS) level

• Monitor quality of distribution through the RDS sales team

• Strength relationship with key retail customers

• Competition Tracking & reporting – schemes & programs

• Ensure availability of stock at RDS and Retail while adhering to the norms

• Execute promotional activities for channel partners to drive sales and build market credibility

• Distribution expansion and extraction: Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies

Requirements & Expectations

• RDS Sales Executive Management (RDS SE)

• Target Setting for RDS SE

• RDS SE beat plan adherence

• Systems / formats at RDS SE

• Manage In-store promoters

• Impart product knowledge to sellers

• Drive distribution KPIs delivery

RDS Management

• RDS Infra / SE Availability monitoring

• Monitor Stock holding & Market credit

• Day to day Performance Review & discussions

• Problem Solving

• Systems/formats at RDS point

• Compliance to company policies

Critical Success Factors

• Continuous Learning & Empowering Talent

• Building Team Commitment

• Leads Decision Making & Delivering Results

• Builds Strategic Relationships & Organizational Agility

• Analytical Thinking

Core Competencies

• Products Services & Technology Knowledge – Consumer

• Negotiation

• Working with Partners

• Solving Problems

• Sales Planning & Forecasting

Formal qualifications

• University degree in Business, Marketing or Engineering/ICT (or similar/equivalent). Higher university such as an MBA considered a merit.

• Three to Five years of experience in distribution planning and channel implementation.

• Understanding of general retail management best practices and customer relationship management.

• Hardworking, persistent, and dependable.

• Positive and enthusiastic.

Financial

• Accountability for revenue targets for distribution channel for all products.

Non – Financial

• Monitoring of distributors’ sales force and retailers

• Resolution of channel-specific issues within timelines.

Key performance indicators – Your Background

• Achievement of key targets in the distribution network (Sales, Revenue) in the territory.

• Achievement of retail outlet (MBO) expansion targets.

• Performance management of channel partners, sales force.

• Delivery of distribution metrics