Position Title : Sales Officer
Department : Sales Work Location :
Grade : O1 / O2 Travel Required : Yes
Reporting to : Administrative : Area Sales Manager (ASM) Reported by : None
Functional : Minimum Job Requirements
Minimum Job Requirements
Educational Qualification : Any Graduation
Experience : 3 - 5 yrs. in sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.
Any additional requirement :
Purpose of the Position (Job Summary)
To drive secondary sales, act as interface between distributor and retailers and increase market share for our product at end user
Key Roles and Responsibilities
Financial - Primary sales : Sharing the in-demand not-in-stock details with the ASM and assisting ASM in planning for primary based on demand capture of focus NPDs and focus articles
Secondary sales : Achieve assigned sales targets by ensuring secondary sales at retail outlets
Claims management : Management and timely resolution of the claims received by the company from the trade partners
Customer focus - Stock management : Assisting distributor to liquidate stock of low demand articles / sizes and following up with distributor to ensure retailer demand fulfillment and helping distributor resolve outlet service gaps
Primary feedback : Sharing distributor's market service feedback with ASM
Complaints management : Resolving retailer complaints by investigating problems, developing solutions, preparing reports and making recommendations to ASM.
People Oriented - Escalation : Seeking ASM's counsel for resolving retailer / distributor complaints
Internal Business Process - Outlet mapping : Build and periodically refresh footwear outlets universe in their assigned territories
Comprehensive coverage : Ensure distributor servicing coverage in all relevant retail outlets. Highlighting any missing outlets to distributor and escalate to ASM if necessary.
End-to-end secondary responsibilities : Periodic visits to retail outlets as per beat plan to ensure
NPD / Focus article sampling at retail outlets to assist in demand creation.
Secondary order taking to ensure product availability and range presence at retail outlets.
Product visibility & merchandising utilization at Retail outlets with POS material
Retailer awareness on products and trade promotions.
Retailer enrolment in trade promotion schemes (when required)
Order taking : Share secondary order with distributors for servicing to outlets.
Order fulfilment : Track order fulfilment by distributor and escalate periodic fulfillment issues to ASM.
BTL activities : Ensure BTL marketing activities (signboards etc.) are undertaken at right set of outlets
Marketing intelligence : Share information with ASM on prospective distributors, competitor information like Trade promotions, NPDs, engagement programs and reporting of market working
Product intelligence : Drive distributor to purchase high demand articles and enhance range selling
Technical / Functional Behavioral
Analytical skills - Customer Focus
Actual primary and secondary sales
Revenue Contribution from NPDs in defined sales area
Increase in Range Billing in defined sales area
Incremental retail coverage
Increase in % Demand Fulfillment of NPD / Focus Articles
Timely Submission of Market Working reports - Adherence to Market Working Norms
Market intelligence & Relationship building
Key Stakeholder Management
MIS Admin team - Distributors and Retailers
ref : updazz.com)