Job Summary

To oversee the HORECA sales operations, manage the coverage area, and ensure optimal performance in selling assigned products. Your role involves supervising and managing all aspects of the sales channel stream and area to achieve targeted sales objectives.

Roles & Responsibilities

• Closely involved in sales target planning for all categories.
• Monitor and review the daily DSR reports, and verify optimization of sales executions.
• Execution of Promotional activities & interventions in the stores.
• Forecasting and On-Time-In-Full (OTIF) deliveries.
• Market study and sales plan achievement.
• Responsible for the development and achievement of sales targets.
• Monitoring competitor’s activities.
• Negotiating & closing promotions / special activities with the customer.
• Planning and executing Secondary activations/ National promotions.
• Planning Extra Outlet promotions.
• Proper utilization of VGR budget and implementation of tactical activations.
• Provide monthly task plan, and journey plans to Sales Reps, and ensure proper route planning.
• Sales growth plan and Ensuring all SKU’s distribution across the entire outlets.
• Minimizing products returns by customers.

• Customer Relationship management.
• Customer account review and strict follow-up on collection.
• Customer Business review on a regular basis.
• Handling the team, Outlet-wise, and target plan.
• Payment collection with proper follow-up ensuring of collection of any overdue amounts.
• Ensuring all SKU’s distribution across the entire outlets.

• Motivating salesmen and merchandisers to get maximum out of them.
• Train salesmen and merchandisers for maximum efficiency.
• Identify and communicate key performance targets for sales team.
• Drive development of high potential talent and create a talent pipeline for critical positions.
• Monitor and measure performance according to policy by conducting employee appraisals.
• Identify areas of development and draws up action plans to address poor performance.

KPIs

• Sales target achievement.
• Productivity per headcount.
• volume and revenue growth as per AOP
• OTIF
• LPPC
• ECO
• VGR utilization
• Journey plan

Work experience requirement

5-7 years in similar role in the assigned market and managing similar sales channel
OR
3 to 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

• Bachelor degree in business or management or a related field.

Competencies