Experience : 7+ years
Location : Chennai
Industry preferred FMCG
Role Overview
Directly responsible for driving Primary and Secondary sales targets across the assigned territory. This role focuses on scaling the General Trade (GT) channel, optimizing distributor networks, and leading a high-performing field team to ensure 100% market execution and product availability.
Core Responsibilities
- Distributor & Channel Management: Identify, appoint, and manage distributors (D&E Management). Ensure healthy ROI for partners through effective inventory management and timely claim settlement.
- Sales Planning & Execution: Develop and implement monthly sales plans to achieve Primary and Secondary targets. Monitor daily market hygiene and stock replenishment cycles.
- Team Leadership: Direct management of TSIs (Territory Sales Incharges), SOs, and Merchandisers. Drive team productivity through regular coaching, PJP (Permanent Journey Plan) adherence, and performance tracking.
- Market Analysis: Conduct regular gap analysis to identify untapped outlets. Monitor competitor pricing, schemes, and visibility strategies to maintain a competitive edge.
- Operational Excellence: Oversee the end-to-end sales processfrom order booking in the secondary market to ensuring smooth primary fulfillment and logistics.
Candidate Requirements
- Experience: 6+ years in General Trade (GT) sales within the FMCG or Consumer Goods sector.
- Proven Track Record: Demonstrated success in managing large-scale distribution networks and achieving secondary sales growth.
- Technical Skills: Proficient in Sales Planning, Inventory Management, and Claim Management workflows.
- Local Expertise: Deep geographical knowledge of the North Chennai territory and fluency in Tamil is highly preferred.
