TSM-Modern Trade

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 The above statements are intended to describe the general nature level and expectations of work being performed by people assigned to this job They are not intended to be an exhaustive list of all the required duties responsibilities and job specifications / requirements and that individual entities may amend this list based on their specific requirements and business context 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 tasks motivating 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)