Purpose of the role
Job Title: KASI (Key Accounts Sales Incharge)
Band: TBD
Function: Sales
Department: TBD
Reports to: SO
Team span: 0
Role Overview
The sales position will be responsible for secondary sales, primary orders and collection for all dabur categories in the assigned territory. He will be mapped to distributors in the territory and will play a key role in the shortlisting and identification process, territory mapping, regular management of stockists’/ distributors. He/she will be responsible for building relation with key accounts and stakeholder management.
Responsibilities and Duties
Area
Specific responsibility
Business Development
- Identify retail markets in assigned towns and drive coverage
- Add new potential outlets
Ways of Working
- Firm grip on the territory through working on retail beats (6 days a week)
- Achieve value and volume targets for suggested price-product mix while following prescribed ways-of-working
- MSL adherence and SFA Usage guidelines to be followed
Channel-partner management
- Channel Partner management in terms of order billing, invoice settlement, ensuring distributor’s adherence to required infrastructure and servicing norms hygiene adherence
- Take accountability for credit-worthiness of outlets and ensure adherence to credit terms
- Build strong relations with buyers , category managers and coordinate operational matters.
Market control and information
- Co-ordinate timely delivery of orders in assigned markets
- Monitor market-operating prices and any instance of cross-territory infiltration, and take actions to control the same
- Be the point of contact for solving all trade related issues and escalating wherever needed
BTL Activities
- Communicate BTL activities to trade and execute them
- Executing merchandizing through Merchandiser
- Report all data through prescribed tools and technology
Revenue growth and market share
- Analyze data trends to prepare effective strategies for driving revenue growth in the key categories and outlets
- Ensuring Visibility execution and adherence as per Market share and share of shelf Norms
- Work closely with merchandisers on hygiene check adherence
Key Result Areas and Performance Indicators
KRA
KPI
Unit
Revenue Growth
% Growth in Key outlet sales
%
Target Achievement
% Target achievement against budgets
%
Sales & Order Management
- On Shelf Availability
- Delivery OTIF
%
Ways of working adherence
- PJP Adherence
- Bill cuts
- MSL Adherence
- Visibility execution
- SFA Usage
%
Qualifications
Area
Qualifications and criteria
Education Qualifications
- Graduate
Experience
- 3+ years of experience in FMCG/OTC/Pharma industry
- Well-versed with –
- FMCG ways of working in market/planning, and processes
- Distributor-planning and ROI calculations
- Experience in front-end sales and merchandizing
- Willingness to travel
- Decent ability in analyzing data using Microsoft Excel
- Mobile: Smartphone with internet (SFA Enablement)
Skill
- English speaking skills, Communication / Speaking – Articulation & Comprehension; Listening; Observation (Eye for detail); IQ (Logic / Reasoning); Persuasion
