Job Description

Employment Type: Full time

Position Overview

This role is responsible for delivering topline sales numbers and achieving sales and distribution targets for a designated Area/State within the FMCG sector. The position involves strategic planning, market coverage, new product introduction, financial management, distributor development, compliance, administration, and people management.

Key Responsibilities

Sales and Distribution Management

• Plan and achieve sales targets for the Area/State.
• Plan and achieve distribution targets, ensuring optimal market coverage.
• Control damage, returns, and expiry in line with company norms.
• Develop and execute Area & Business Plans in line with Sales & Distribution (S&D) norms.
• Monitor the implementation of the Distribution Plan across distributor territories.
• Ensure brand availability, visibility, and freshness through effective stock rotation.
• Drive New Product Introduction (NPI) across various sales networks as per the Customer Marketing (CM) plan.
• Ensure Field Sales Executives (TSE) work effectively with Institutional Sales Representatives (ISR) and visit PT distributors regularly.
• Formulate and execute secondary sales plans (Area-wise, TSE-wise, Brand-wise, SKU-wise).
• Conduct Joint Call Meetings (JCMs) for TSEs, review area performance monthly, and attend TSE JCMs with ISRs annually.
• Collaborate closely with Ethical teams (RM & ABM in the area).
• Spend at least 2 days per month working with the Modern Trade Key Distributor Executive (KDE).

Financial Management

• Implement credit policies and controls.
• Ensure timely claims settlement.
• Facilitate risk-free realization of payments from customers (distributors, institutions, cooperatives).
• Conduct timely ROI calculations and communicate them to distributors.

Distributor & Infrastructure Development and Management

• Educate and train PT distributors on ANI systems & processes.
• Ensure optimal stocking levels and high billing efficiency for all distributors.
• Ensure distributor compliance with agreed service levels and credit terms.
• Review distributor financial health, including pipeline and outstanding amounts.
• Ensure timely settlement of distributor claims by ANI.

Code of Conduct and Compliance

• Adhere to the company's code of conduct and Standard Operating Procedures (SOPs).
• Comply with all financial and administration systems.
• Ensure Trade Marketing activities are carried out as per laid-down norms.
• Analyze market situations and ensure accurate sales forecasting in line with ANI norms.
• Ensure compliance with statutory and regulatory norms.
• Handle legal issues, Prevention of Food Adulteration (PFA) issues, packaging defects, etc.

Administration Responsibilities

• Provide administrative support to the Regional Sales Office through timely and accurate reporting.
• Monitor competitor activity and report findings promptly.
• Ensure timely submission of claims for the area.

People Management

• Motivate, train, and develop TSEs to achieve targets, maintain marketplace hygiene, and foster their overall development.
• Facilitate and support training for the field force, actively contributing to skill development.
• Identify high-potential talent and develop at least one TSE for higher responsibilities in the long term.
• Identify and attract talent from the market, conducting preliminary interviews for recruitment.

Localised Trade Marketing Initiatives

• Develop new business plans to increase volume/value sales.
• Design, recommend, and implement innovative Trade Marketing activities by identifying appropriate trade channels and segments.
• Implement regional plans developed by the Customer Marketing Team.
• Provide support and feedback on marketing plans for the area.

Key Behavioral Competencies Required

• Leadership
• Interpersonal and team-building skills
• Communication skills
• Analytical skills
• Negotiation skills and influencing ability
• High degree of initiative and enthusiasm
• Mobility and Adaptability
• Achievement orientation
• Planning and organizing ability

Experience and Skills

• Experience: Graduate with 6-8 years of experience at the area level in an FMCG company, possessing sufficient knowledge of Sales systems and processes. Alternatively, an MBA with up to 2-3 years of experience.
• Mobility: Required.
• Interpersonal Skills: Required.
• IT Skills: Computer proficiency, MS Office.
• Technical Knowledge/Skills:
  • Knowledge of Sales systems and processes.
  • Knowledge of market dynamics and demographics of the area.