Territory Sales Manager - HORECA - FMCG

JOB DESCRIPTION

Job title - Territory Sales Manager- HORECA

Function - Sales

Reports to - Sales Manager – Tristar (GT& HORECA)

Location - Janakpuri Office

Reportees - Sales Executives - HORECA

JOB PURPOSE

The main purpose of this role is to ensure the Development & Management of Company’s Business in HORECA Segment in Delhi/NCR that will ensure the Sustained Sales of the company’s products and achievement of the targeted market share in this segment. The incumbent in this role will be responsible in achieving targeted Volume and Gross Margin fromHORECA segment in the assigned geography.

This will be done bydeveloping, enabling and leading a team of SEs with “hands-on” approach. As the company is in its initial stages of growth,resource optimization and ensuring disciplined execution in the assigned area within the laid down policies & framework are of paramount importance. Adherence to the company’s values and thereby maximizing the business potential with a competitive advantage in the industry. This will be one of the key benefits of this position

PRINCIPAL ACCOUNATBILTIES

- Sales Volume (Kgs) & Value ( Rs lakhs)

- Coverage & Account penetration(Nos)

- Outstanding (No of Days)

- No of regular accounts with targeted Sales & Profitability in HORECA Segment

- No of New Customer Acquisition (Nos) with Targeted Contribution to Total Business from this segment in the area (%)

Key “Roles & Responsibilities”

1. Prospecting

- Developing a Comprehensive DATA BASE of current and prospective HORECA Customers

- Developing a system of contacting “Prospects” and Tracking the same

2. New account acquisition & development

- Developing Area Coverage Plan

- Planning & Deployment of Team

- Developing Account acquisition strategy and prospect wise time bound acquisitionplan

3. Key Account Management

- Developing and Implementing Account wise Sales Plan

- Planning and achieving target account wise share

- Finalization of Trade Terms

- Cross Selling /Upselling & Range Expansion

4. Team Management

- Coordinating with HR-Sales , Sourcing and Selection &Induction of the front line sales team

- Targeting for the Front Line Sales Team &Communication and Alignment

- On the job Training& Motivation of the front ine sales team

- Monitoring of the performance of the team & Review and Feedback

5. New Product Introduction

- Creating and Implementing New Product Launch plan as per company’s business objectives

- New product launch Tracking

6. Sales Information System

- Effectively leveraging Sales Information System

- Creating Data based analysis and sales Planning system

7. Handing Competition

- Tracking Competition

- Evaluating impact of various competition activities

- Giving system feedback about various competitive activities

8. Trade Terms & Sales Operation

- Finalization of “Terms of Trade” both Ist time and ongoing

- Ensuring on going order , supply and collection

TECHNICAL JOB KNOWLEDGE

- Understanding of Business Model and key success factors of HORECA Segment

- Understanding Company’s overall Business & Sales Strategy

- Market Mapping and Developing Coverage Plan

- Industry Knowledge

- Understanding of Sales Call Process (B2B)

- Understanding of Sales Policies, Systems and Procedures

- Knowledge of basic Finance & Business Accounting Business Profitability Fundamentals , and its Application

- Understanding of Principles & Processes of Key Account Management

- Advanced knowledge of MS-Excel

- Understanding and proficient working knowledge of company specific technology & Reporting/Tracking tools

INTERNAL RELATIONSHIPS

Peers: Territory Sales Manager – MT, GT

Liaises with: Head Marketing, Executive - Accounts, Logistics Manager

TECHNICAL KNOWLEDGE / QUALIFICATIONS REQUIRED

ESSENTIAL –

Graduate

Knowledge of MS Office packages essential

PREFERRED –

Post Graduate/MBA with specialization in Sales & Marketing

LIKELY / NECESSARY EXPERIENTIAL BACKGROUND

Experience- 6-8 years in FMCG or Dairy Industry in HORECA/Institutional Sales with a demonstrable record of having built businesses in Institutions in Delhi/NCR Region with a strong operational focus. Out of this 1-2 yrs must be at supervisory level

PREFERRED –Experience of Institutional SalesIn start up FMCG ventures

KEY BEHAVIOURAL COMPETENCIES

Leadership competencies

- Customer Focus

- Persuasive Communication

- Drive For Results

- Negotiation

- Team Management

Job Specific

ESSENTIAL –

- B2B Selling

IMPORTANT –

- Time Management

KEY MOTIVATIONAL FACTORS

Core Factors

- Interaction

- Achievement

- Independence

- Incentives

Job Specific

- Coaching of Others

- Creativity