Area Sales Executive

SUMMARY:

Ensure sales and distribution as per the business plan with the help of the company-developed distribution (CD) network and field sales force in the assigned area. Achieve planned volumes and distribution for various brands through effective product availability, visibility, and coverage.

SCOPE AND IMPACT OF JOB:

Supervisory Capacity:

Reports to Area Sales Manager/Sr. ASE. All Territory Sales Incharges (TSI), Sales Representatives (SR), and Dealer Sales Managers (DSM) directly report to this position.

REQUIRED KNOWLEDGE AND EXPERIENCE:

• Education: Any Graduate; MBA/PGDM in Marketing preferred
• Experience: 4-6 years in sales, preferably in Food/FMCG products
• Skills: Excellent communication, selling, and negotiation skills; ability to work under pressure; self-driven and disciplined; strong man-management abilities
• Technical: Advanced knowledge of MS Excel, Word, and Email

PRIMARY RESPONSIBILITIES & ACCOUNTABILITY:

• Measure territory potential:
• List and classify outlets using TSI, SR, DSM data
• Identify FMCG selling outlets and categorize (A/B/C)
• Develop optimized route maps for coverage
• Manage retailing and wholesaling operations
• Monitor and manage distributor performance and claims
• Achieve primary and secondary sales targets
• Shortlist and recommend distributors
• Report and resolve grievances and consumer complaints
• Implement and settle promotional schemes
• Ensure product availability, visibility, and merchandising
• Monitor activities of distributor salesmen, SRs, and TSIs
• Ensure adequate funds (BG/SD) and infrastructure at distributor points
• Open and monitor new outlets
• Plan and utilize Below-The-Line (BTL) budgets efficiently
• Regularly report competitor activities

REPORTS:

• Daily Sales Report
• Stock Sales Statement
• CD-wise Report Card for DSM/SR/TSI
• Data Bank