Territory Sales Executive

Job Profile

Territory Retail Executive

• Job Title: Territory Retail Executive
• Paterson Level: A
• Occupational Level: Fresher
• Job Family: India/Pharma
• Business Unit: Pharma

Reporting Structure

Reports to: Area Manager / First Line Manager

• Minimum Qualifications
• Education: Graduate (Pharma Background preffered)
• Experience: 2–3 years in Sales (FMCG/OTC preferred)
• Candidates with prior experience in OTC pharma. Candidates from MNC and top Indian pharma companies will have added advantages.

Job Summary

The role aims to optimize the availability and visibility of Pharma OTC brands at the point of purchase across pharmacies and retail outlets. The Territory Retail Executive will be responsible for driving sales and in-store execution across their designated territory by working closely with retail partners and pharmacies to maximize Pharma’s presence and product availability.

Key Responsibilities and Deliverables

Driving Secondary Sales: Achieve secondary sales targets by working closely with retail partners and pharmacies for the Pharma product portfolio within the assigned territory.

• Winning in Retail Stores: Onboard and partner with retail pharmacies to enhance visibility of Pharma products and influence shoppers to choose our brands. Drive incremental growth in these stores.
• In-Store Activation: Implement below-the-line activations within retail pharmacies to drive shopper trials, increase conversions, and ensure product prominence.
• Product Stock Management: Ensure retail partners maintain adequate stock levels, facilitate timely replenishment, and ensure rapid placement of new products as per launch plans.
• Retail Campaign Execution: Drive targeted retail campaigns and promotions, working with retail aggregators and partners to ensure the best results.
• Retailer Engagement: Build and maintain strong relationships with retailers and their employees, influencing their advocacy for Pharma’s product portfolio.
• Partnership with Distributors: Collaborate with wholesale distributors to ensure effective stock management and achieve secondary sales goals.

Key Performance Metrics

Execution Metrics: Store coverage, execution audits, and sales tracking. Range availability in covered stores and successful campaign execution.

• Sales Metrics: Achievement of secondary sales targets, new product placements as per the plan, and meeting growth objectives.
• Productivity & Efficiency KPI: Effective territory coverage, bill-cuts, and driving width and depth of achievement in covered stores.

Key Competencies

• Sales-Driven
• Strategic Partnership
• Proactive Execution
• Organizational Skills
• Effective Communication
• Analytical Thinking
• Collaboration