Pakistan Job Openings

IFFCO

Territory Sales Executive

November 2, 2024

Job Summary

Manage the assigned sales team with general trade channels. Ensure that effective supervision and management of all aspects of sales assignment.

Roles & Responsibilities

Budget Achievement
Budget Allocations as per Strategies
Business development
Check with route plan as per daily planned in HHT
Competitor tracking & Ensuring OSA
Controlling and monitoring of Receivables
Controlling Over Dues rep-wise.
Credit control
Customer Relationship management
Customer Business review on regular basis
Customer Relationship Management
Daily Market Visits & solving the problems of the customers
Dealing Customers Ensuring OSA
Develop healthy relationship with the customer.
Developing the Effective Coverage Category wise
Ensures that the sales rep visit the out lets as per JP and that the required number of calls per day is achieved and provide assistance to team whenever any problem arises in any outlet
Ensuring OSA
Focus on EC coverage
Follow up with Over dues payment
Forecasting (Promo Sku’s)
Forecasting and OTIF deliveries
Implements price as agreed with line management
Improvement in Effective Coverage Category wise
Keeps himself acquainted with company’s vision, company’s short term and long term objectives and co-ordinate with team members.
Maintaining SOS (Share of Shelf)
Management Of Reporting Staff
Market Execution
Monitoring Competitor Activities & Counter Strategies.
Monthly Sales Achievement Brand Wise Category wise.
Negotiating & Closing Annual Business Development Agreements.
New product listing
Obtain daily report with sales rep, and discuss on daily target achievement
Obtaining all reports from the team members such as DSR, DCR, Productivity and EC
On Shelf Availability Task (Maintain OSA Score Across All Category )
Outlet wise target plan
Performance Evaluation of reporting Staff
Plan and Achieve category wise target
Planning and executing Secondary activations/ National promotions
Planning Extra Outlet promotions
Product Execution, Product Listing, & Availability.
Promotional Planning for the region as per set budgets
Proper Coverage in the region/
Provide monthly task plan to sales and ensure achievement
Provide necessary feed-back of market activity to the reporting manager
Resolving customer issue.
Responsible for achieving monthly quarterly and yearly Targets.
Responsible to control and monitor the Market Outstanding of the team
Route Auditing with the reps.
Sales Promo Forecasting
Shooting category wise target
Should be a listener and problem solver
Team Management
Timely collection of payment
To develop healthy relationship among the subordinates to get the maximum output.
To ensure that the monthly target in terms of value achieved,
To propose new plans/ideas/suggestions to increase the sales and distribution
To provide necessary feed – back to immediate manger about the market activities.
To take necessary steps to secure prominent shelving/displays for company products, i.e, shelving eye level shelf, floor/Gondola displays for promotional packs
To work towards developing a professional sales force through proper training

KPIs

Achieving volume and value target
Category wise growth in sales.
Control on market returns
Controlled Overdue.
Cost saving
Customer Relationship
ECO and OSA Targets
Effective Coverage
Follow up back up orders pending for deliveries
Market Execution
Market share
Monthly Budget achievement which results in Annual Budget Achievement
Monthly Sales Achievement Brand wise & Category wise
NPD listing
OSA Scores and Damage/Expiry control
Over All Productivity ( Effective Coverage, OSA Scores)
Overdue control
Payment Collection
Process efficiency
Productivity
Receivables Target Achievement.
Sales Achievement
Sales Returns & Damages.
Value Target
Volume

Work experience requirement

1 to 3 years’ experience in similar role in KSA.
Total of 3 to 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

Bachelor degree in business or management related field.
MBA degree in business or management related field.

Competencies

Business Acumen

Knowledge of Value Chain Management

Sales and Distribution Strategy Management

Consumer Behavior B2B and B2C

Negotiation Skills

Communicating effectively

Self and Team Management

Planning & Decision Making

Customer Centricity

Ownership & Result Orientation

Business Unit: Oil & Fats - Pakistan (PKBU02)

Business Group: IFFCO Pakistan (Pvt) Ltd (PK01)

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