Location : Mumbai/Delhi/Ambala/Dehradun/Haridwar/Patiala

Position Title: Sales Officer

Department: Sales Work Location:

Grade: O1/O2 Travel Required: Yes

Reporting to: Administrative: Area Sales Manager (ASM) Reported by: None

Functional:

Minimum Job Requirements

Educational Qualification: Any Graduation

Experience: 3 - 5 yrs. in sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.

Any additional requirement:

Purpose of the Position (Job Summary)

- To drive secondary sales, act as interface between distributor and retailers and increase market share for our product at end user

Key Roles and Responsibilities

Financial - Primary sales: Sharing the in-demand not-in-stock details with the ASM and assisting ASM in planning for primary based on demand capture of focus NPDs and focus articles

- Secondary sales: Achieve assigned sales targets by ensuring secondary sales at retail outlets

- Claims management: Management and timely resolution of the claims received by the company from the trade partners

Customer focus - Stock management: Assisting distributor to liquidate stock of low demand articles/sizes and following up with distributor to ensure retailer demand fulfillment and helping distributor resolve outlet service gaps

- Primary feedback: Sharing distributor's market service feedback with ASM

- Complaints management: Resolving retailer complaints by investigating problems, developing solutions, preparing reports and making recommendations to ASM.

People Oriented - Escalation: Seeking ASM's counsel for resolving retailer/distributor complaints

Internal Business Process - Outlet mapping: Build and periodically refresh footwear outlets universe in their assigned territories

- Comprehensive coverage: Ensure distributor servicing coverage in all relevant retail outlets. Highlighting any missing outlets to distributor and escalate to ASM if necessary.

- End-to-end secondary responsibilities: Periodic visits to retail outlets as per beat plan to ensure

- NPD / Focus article sampling at retail outlets to assist in demand creation.

- Secondary order taking to ensure product availability and range presence at retail outlets.

- Product visibility & merchandising utilization at Retail outlets with POS material

- Retailer awareness on products and trade promotions.

- Retailer enrolment in trade promotion schemes (when required)

Order taking : Share secondary order with distributors for servicing to outlets.

- Order fulfilment: Track order fulfilment by distributor and escalate periodic fulfillment issues to ASM.

- BTL activities: Ensure BTL marketing activities (signboards etc.) are undertaken at right set of outlets

- Marketing intelligence: Share information with ASM on prospective distributors, competitor information like Trade promotions, NPDs, engagement programs and reporting of market working

- Product intelligence: Drive distributor to purchase high demand articles and enhance range selling

Competencies :

Technical/Functional Behavioral

- Selling skills

- Analytical skills - Customer Focus

- Adaptability

- Result Orientation

- Interpersonal skills

Key Responsibility Areas

Quantitative Qualitative

- Actual primary and secondary sales

- % Revenue Contribution from NPDs in defined sales area

- Increase in Range Billing in defined sales area

- Incremental retail coverage

- Increase in % Demand Fulfillment of NPD / Focus Articles

- PJP adherence

- Timely Submission of Market Working reports - Adherence to Market Working Norms

- Market intelligence & Relationship building

Key Stakeholder Management

Internal External

- ASM

- MIS Admin team - Distributors and Retailers

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