Customer Development Officer- Gurgaon
Gurgaon, HR, IN
9h ago

Job Context & Challenges

Ensure effective execution of the CD strategies and roll out of schemes by closely working with the stockists, SSMs and PSRs across the zone.

Key Accountabilities :

Distribution Management

  • Trade management / Identify new markets / accounts and bring them under direct coverage on a regular basis
  • Ensure addition of speciality wholesalers
  • Ensure stores in route list are classified according to the accurate RE
  • Ensure that SSM efforts are advised to reduce number of non-purchasers
  • Ensure optimum usage of activations to drive sales
  • Ensure sales call efficiency
  • Selling stories range selling, handling objections, etc.
  • In-store management

    Prioritise accounts for maximum impact through visibilities (ensure coverage of top 2 outlets in every route)

    Market Updates

  • Secure and draw insights from any competitive information available in public domain regarding :
  • New products
  • Schemes
  • Any other developments
  • Data based working and communication

  • Use data to drive overall business performance
  • Setting objectives for market visits
  • Reviewing sales associates and PSR performance against plan
  • Reviewing stockist performance against plan
  • Developing and training

  • Train and develop sales associates through required mode of training (e.g. new products, toothbrush assortment, focus on medical stores i.
  • e. PASSION understanding)

  • Mentor and empower sales associates to perform well by ensuring that CP benefits are availed by SSMs
  • Acknowledge any issues faced by sales associates in the field and provide support to resolve it
  • Meetings

  • Conduct effective monthly and weekly sales associates meetings
  • Updates on route wise overall STT
  • Toothbrush STT
  • Route wise ERC and efficiency
  • Brand wise ERC
  • Visibility booking
  • HN1 tracking
  • Best practises sharing and mock calls
  • Reporting

  • Compile reports and information as per requirements communicated by AM
  • Relationship Building

  • Maintain trust and understanding in working with stockist and trade in general, especially partner with key wholesalers to drive business
  • Share success stories and Communicate program to build off-takes
  • Mutually work towards category growth
  • Resolve issues, etc.
  • Experience :

    2 Year plus of work experience in FMCG Companies. Have worked in similar market environment.

    Professional Qualifications & Training :

    Essential : Graduate with 2 plus years of experience.

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