What are the responsibilities and job description for the Sales Officer Salem position at The Hershey Company?
Location: Salem, Tamil Nadu, India
Position Title : Sales Officer Salem
Summary:
To achieve primary & secondary sales target, create visibility for the product, increase the width of distribution network and ensure timely collections and commercial viability.
Major duties & key responsibilities:
Market Execution
Understands and can drive secondary sales
Handle beat efficiently.
Able to coach TSIs
Design & handle beats to achieve better throughput per beat / per TSI.
Ensure effective merchandising
Drive range selling
Business development
Understands DPL (Dealers per lakh)
Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory
Able to map & restructure town/territory accordingly to business requirements.
Taps local events & opportunities for incremental business.
Engage with KEY retailers
Channel Partner Management
Ensures proper communication of norms & monthly sales objectives to the channel partner
Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW.
Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss
Identifies new channel partners
Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest.
Influence & engage channel partner to align him to business objectives.
Manage contingencies like TSI attrition, transport availability etc.
Selling & Negotiation
Interact with channel partners & retailers to inform about available SKUs, schemes & price points
Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation)
Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own.
Planning and Execution
Identify growth drivers for business.
Understands the given target, can break it down in weekly/daily numbers beatwise.
Knowledge of brands, sales & distribution, local activities & schemes.
Plan for achievement according to schemes planned, sales initiatives etc.
Able to break targets TSI wise.
Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target.
Communication skills
Comprehends the information and can respond back effectively.
Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back
Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively.
Achievement Orientation
Consistency in target achievement. High on energy level & enthusiasm towards profession & company
Diligent tracking of team's targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.
Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets
Knowledge & Soft Skills :
Education:
Full time Graduate in any field
Experience:
5 years of sales experience in General trade,
Candidates must have front line sales experience for at least 5 yrs.
HQ & Territories, Upcountry location, Number of travel days in month to upcountry location.
Territories - Salem
Experience in Chocolates or food industry only.
Position Title : Sales Officer Salem
Summary:
To achieve primary & secondary sales target, create visibility for the product, increase the width of distribution network and ensure timely collections and commercial viability.
Major duties & key responsibilities:
Market Execution
Understands and can drive secondary sales
Handle beat efficiently.
Able to coach TSIs
Design & handle beats to achieve better throughput per beat / per TSI.
Ensure effective merchandising
Drive range selling
Business development
Understands DPL (Dealers per lakh)
Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory
Able to map & restructure town/territory accordingly to business requirements.
Taps local events & opportunities for incremental business.
Engage with KEY retailers
Channel Partner Management
Ensures proper communication of norms & monthly sales objectives to the channel partner
Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW.
Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss
Identifies new channel partners
Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest.
Influence & engage channel partner to align him to business objectives.
Manage contingencies like TSI attrition, transport availability etc.
Selling & Negotiation
Interact with channel partners & retailers to inform about available SKUs, schemes & price points
Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation)
Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own.
Planning and Execution
Identify growth drivers for business.
Understands the given target, can break it down in weekly/daily numbers beatwise.
Knowledge of brands, sales & distribution, local activities & schemes.
Plan for achievement according to schemes planned, sales initiatives etc.
Able to break targets TSI wise.
Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target.
Communication skills
Comprehends the information and can respond back effectively.
Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back
Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively.
Achievement Orientation
Consistency in target achievement. High on energy level & enthusiasm towards profession & company
Diligent tracking of team's targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.
Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets
Knowledge & Soft Skills :
- Has Knowledge of DMS, MS-office & formats. Able to update reports as per WOW
- Understands & uses DMS data for better market implementation to find sources of growth for business
- Should be comfortable working in Excel. Uses Excel to analyze secondary & primary data, Vlookup, Pivot etc
- They should be comfortable with English and local language.
- Should have strong fundamentals in FMCG operations
- Should have good oral and written communication.
- Efficient in writing mails
- Pleasant personality and willing to meet people
- Should be a go getter and have problem solving attitude
- Exposure to HHT (online order booking in mobile software).
- Learning orientation
- Communicating effectively
- Drive for results
- Customer centricity
- Team leadership
Education:
Full time Graduate in any field
Experience:
5 years of sales experience in General trade,
Candidates must have front line sales experience for at least 5 yrs.
HQ & Territories, Upcountry location, Number of travel days in month to upcountry location.
Territories - Salem
Experience in Chocolates or food industry only.