TSM Madurai MT

JOB DESCRIPTION

RoleTerritory Sales Manager

Title/DesignationJunior Officer

FunctionDomestic Sales

DepartmentConsumer Products Division - Sebamed

Reporting toArea Sales Manager

Job Grade/LevelL2 to/ L3(B)

Direct ReporteesNA

Indirect ReporteesNA

Role Objective:Achieve and exceed sales targets in the assigned territory by effectively implementing sales strategies to cultivate a positive image of USV

KEY RESPONSIBILITIES

Sales Management

• Implement go-to-market sales strategy for the assigned territory

• Achieve and exceed assigned targets and implement a plan of action to bridge any gaps

• Execute primary sales planning and distributor management for Modern Trade

• Increase sales volume by identifying and pursuing new business opportunities with key customers

• Conduct regular customer visits to proactively identify and address queries to ensure customer satisfaction

• Follow the sales team charter outlining the processes governance and structure for achieving sales across the channel

• Conduct regular inventory checks and sales data analysis

• Implement and track effectiveness of promotional and marketing activities and campaigns

• Document outlet expenses (damages trade schemes promotional expenses visibility expenses) periodically for audit purposes

• Settle distributor and outlet claims within the stipulated time frame after validation from E-commerce & Modern Trade team

• Submit No Objection Certificates (NOCs) from distributors periodically to Area Sales Manager

• Ensure new product launches to ensure their success from availability phase to the promotional phase

• Maintain accurate records of sales activities customer interactions and market data

• Communicate sales reports forecasts and market analytics periodically to senior management

• Participate in induction and central training programs cycle meetings to understand campaigns and processes

Channel Management and Stakeholder Engagement

• Develop and implement a territory coverage plan in consultation with the Area Sales Manager

• Participate in regular meetings with key accounts distributors as part of governance

• Ensure optimal placement of products and implement successful sell-out of new products

• Monitor the stock levels and ensure availability of supply to distributors

• Maintain channel hygiene while implementing sales plans

• Foster strong relationships with key accounts distributors and channel partners

People and Culture

• Adhere to and ensure Credo values are demonstrated

• Attend mandatory training as published by the L&D team

• Set timely goals in alignment with KRA/KPI guidelines and achieve the agreed-upon targets

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with:Territory Sales Manager Area Sales Manager Functional Teams of Finance Supply Chain Procurement Zonal Sales Manager Key Account Manager Head Modern Trade

Nature of Interaction:Effective communication in connection with instructions requests or normal work tasksmotivating the team handling escalations

Type of Interaction: External

Interaction with:Customers /CFAs / Stockist /Distributors/Specialty Retail Chains/ Supermarkets and hypermarkets/Discount Stores/ Cash and Carry Outlets

Nature of Interaction:Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• Must have minimum of 3 5 years of overall experience with 3 years in Modern Trade and FMCG sales

• Must possess relevant functional and process knowledge regulatory aspects and updated knowledge of advancements in his / her area of work. Must demonstrate excellent computer operation skills and proficiency in MS Office

Academic Qualifications & Certifications

• Educational Qualification:- Any Graduate / Postgraduate

Behavioural Competency(Proficiency Levels from 1 5 with 1 being the lowest and 5 being the highest)

Achievement Orientation(3)

Problem Solving and Decision Making (2)

Integrity and Process Compliance (3)

Effective Communication (3)

Customer Orientation (3)

Collaboration (3)

Planning and Execution (3)

Required Experience:

Junior IC