Mondelez - Sales Executive - General Trade

Mondel- z International LLC is a US$26 billion snacking powerhouse with operations in more than 80 countries and our brands marketed in 165 countries. It's a great time to join us; we employ over 100,000 people around the world and are a company full of the world's favourite brands - Cadbury Dairy Milk, Philadelphia and The Natural Confectionery Company to name just a few. As well as the countless opportunities our business brings, we have fantastic people who do amazing things for our business and their own careers, every day.

Reports to : Area Sales Manager / Asst. Manager

Avg Business handled : 8-12 cr pa

Team span : 8-16 Salesmen/ Sales Representatives

Some of the key accountabilities for this role will include (but are not limited to):

Position Overview

To generate demand at point of buying and deliver on Key Performance Areas like Value and Volume Achievement, Placement and Visibility Execution, Process Adherence, Team & Key Stakeholder Management.

A Sales Executive's role in Traditional Trade concentrates on achieving targets through best in class execution and service in Retail and Wholesale outlets. With the potential of booming growths in the non-metro cities, towns and villages, outlet coverage and new town expansion is a key focus area. Besides this, the role-holder will be responsible for maintaining commercial hygiene as well as stock hygiene. Finally, real impact of the role is seen through building and maintaining effective relationships with the Distributor, Distributor Salesmen, Pilot Salesmen as well as within his Line Manager team.

Position Accountability Summary:

1. Meeting Sales Targets:

To achieve volume & value sales of products across categories, outlets, geographies & towns.

2. Ensuring Distribution & Visibility:

- To ensure distribution across RLAs & Wholesalers

- Drive numeric distribution & expand new outlets & Wholesalers.

- Execute high-class visibility as per defined norms across retails outlets & Wholesalers.

3. Maintaining Commercial Hygiene :

- To coordinate commercial activities, ensure timely collections, restrict cheque bouncing and timely claim submission

- Monitor and maximise Customer investment effectiveness

4. Distributor Management :

- To align & drive the RD system towards targeted Goals & Objectives as aligned with the company.

- Ensure CRS and PDP compliance

- Ensure freshness of stock

- To ensure timely RD uploads on Company software

5. Team Building & Motivating :

- To manage and ensure training and development of his team of Re- Distributor Salesmen, Merchandisers & Pilot Salesman.

- To ensure maximum incentive earnings for RDSM & Pilot team

- Minimize attrition among RDSM and Pilots

6. Depot & Stock Handling :

- To manage inventories, FIFO, freshness of stock & Inventory Health Index as per company norms

- To liaise with ASM/ AM & Commercial department to ensure timely feeds to the stockist and take action in the event of damaged stock.

Others :

- To provide market intelligence, monitor competitor activities and awareness on the competitor's strengths and weakness.

- To participate in product launches and promotional activities.

- To maintain and leverage strong relationships with Retailers & Wholesalers.

Focus Areas

- Meeting Sales Targets

- Ensuring Distribution & visibility

- Maintaining commercial hygiene

- Team building & motivating

- Distributor Management

Key Stakeholders:

- Distributors & Distributor Salesmen

- Commercial Department at Branch

Do you have what it takes?

Education, Experience & Specialized Knowledge

Min. Qualifications - Graduate/Post Graduate

Experience in Years - Min 1 yr to 5 yrs

Experience Type - Min 1 yrs in pure play FMCG company

Other specifications

- Mathematical and data analysis competence

- Personal: Self-driven, results oriented, team player with strong relationship building skills

- Job requires travel

- Proficiency in computers

For more information, please visit:

http://www.mondelezinternational.com/ and www.facebook.com/mondelezinternational