Job Description

, IndiaMajor duties & key responsibilities:

• Market Execution

• Understands and can drive secondary sales
• Handle beat efficiently.
• Able to coach TSIs
• Design & handle beats to achieve better throughput per beat / per TSI.
• Ensure effective merchandising.
• Drive range selling

• Business development

• Understands DPL (Dealers per lakh)
• Understands sales WOW & sales practices to maintain market discipline & achieve constant sales growth in territory
• Able to map & restructure town/territory accordingly to business requirements.
• Taps local events & opportunities for incremental business.
• Engage with KEY retailers

• Channel Partner Management

• Ensures proper communication of norms & monthly sales objectives to the channel partner
• Ensures channel partner adequacy & evaluate him as per norms and adherence to WOW.
• Leverage existing infrastructure of channel partner for increasing bill cuts & decreasing man day loss
• Identifies new channel partners
• Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest.
• Influence & engage channel partner to align him to business objectives.
• Manage contingencies like TSI attrition, transport availability etc.

• Selling & Negotiation

• Interact with channel partners & retailers to inform about available SKUs, schemes & price points
• Negotiates & modulates schemes etc. to suit the type of stake holder (A win-win situation)
• Able to effectively handle grievance, issues, and objections of channel partners & retailers on his own.

• Planning and Execution

• Identify growth drivers for business.
• Understands the given target, can break it down in weekly/daily numbers beatwise.
• Knowledge of brands, sales & distribution, local activities & schemes.
• Plan for achievement according to schemes planned, sales initiatives etc.
• Able to break targets TSI wise.
• Able to take measures & initiatives to accommodate misses, changes in market environment to achieve target.

• Communication skills

• Comprehends the information and can respond back effectively.
• Able to collect inputs by interaction, brainstorming, discussions & meetings, paraphrase them and respond back
• Able to handle objections & negotiations and drive new ideas & measures to implementation. Able to train his subordinates effectively.

• Achievement Orientation

• Consistency in target achievement. High on energy level & enthusiasm towards profession & company
• Diligent tracking of team\'s targets & reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.
• Able to deal with misses in targets on his own confidently. Suggests measures & implements them to achieve challenging targets

• Has Knowledge of DMS, MS-office & formats. Able to update reports as per WOW
• Understands & uses DMS data for better market implementation to find sources of growth for business
• Uses Excel to analyze secondary & primary data
• They should be comfortable with English and local language.
• Should have strong fundamentals in FMCG operations
• Should have good oral and written communication.
• Efficient in writing mails. Should be comfortable working in Excel.
• Pleasant personality and willing to meet people
• Should be a go getter and have problem solving attitude
• Exposure to HHT (online order booking in mobile software).

• 5+ years of sales experience in General trade, in Kolkata Metro & upcountry Market.

• Candidates must have front line sales experience for at least 3 yrs.
• Experience in Chocolates or food industry only.

• Full time Graduate from any college/university

The Hershey Company