Senior Territory Sales Executive-Bareilly 8 views



Sales Focus

  • Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands
  • Sales target setting and monitoring for Distributors, ISR’s at a beat level
  • Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations
  • Sales projection for distribution business

Area & Business Planning

  • Identify potential towns & appoint distributors in line with business strategy
  • Plan & allocate ISR’s basis market potential
  • Formulate & execute the secondary sales plan – Area wise , distributor wise , Brand wise , SKU wise
  • Conduct JCM’s for all ISR’s every month and review area performance

Distribution Management

  • Ensuring quality of market coverage through effective use of ISR and distribution network
  • Develop and ensure implementation of Distribution plan across distributor territories
  • Ensure category availability, visibility & freshness (Stock rotation)
  • Ensure that the ISR’s are servicing the market for breakages & stock destruction
  • Formulate and ensure implementation of trade & consumer promotion plans
  • Support micro marketing/ customer activation initiatives planned for the area.
  • Competition tracking & providing inputs to the ASM

Distributor Management

  • Educate and train the distributors on ANI systems & processes
  • Ensure optimal stocking levels and high billing efficiency for all distributors
  • Ensure distributor compliance to agreed service levels & credit terms
  • Review distributor financial health (pipeline and outstanding)
  • Ensure that the claims of the distributor are settled by ANI within specified time limits

People management and development

  • Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working”
  • Enhance ISR effectiveness through training & coaching
  • Management of ISR working (PJP, Itinerary, expenses etc)
  • Periodic review of ISR performance and feedback
  • ISR retention through high engagement and motivation


  • Daily activity report
  • JCM reports on area performance
  • Retail Audit & Retail Universe update
  • Expense Statements
  • SDR / BIR
  • Other relevant forms

Code of conduct and compliance to stat / regulatory norms

  • Adherence to code of conduct
  • Conformation to all financial and administration systems
  • Compliance to statutory and regulatory norms

Key Behavioral Competencies Required:

  • Influencing Skills
  • Ability to influence others and gain support from stakeholders within and outside ANI.
  • Develop beneficial relationships to win support, gain co-operation or overcome objections in order to progress objectives.
  • Developing People
  • Ability to effectively supervise and build a high performing team by providing them with resources, coaching, feedback, training and stretched responsibilities to develop their capabilities
  • Fostering the development of others by providing a supportive environment for enhanced performance and professional growth
  • Customer Focus
  • Identifying and responding to current and future customer needs
  • Focusing the team / organization on adding value to customers and taking actions to build customer value

Key Technical Competencies Required:

  • Business Planning and Development
  • Ability to plan for sales targets, sales projections and stock planning
  • Ability to identify potential business partners, geographies, channels
  • Understanding market place dynamics and pulse of trade and shoppers
  • Distributor Management
  • Distributor financial management, commercial policy, investment and ROI
  • Management of distributor resources i.e. selling infrastructure, warehousing, logistics and IT systems
  • People management
  • Capability building through training and coaching, Hiring and induction of sales reps
  • Monitoring and management of sales rep performance
  • Engagement through market work, recognition and team work
  • Sales Management
  • Planning for target achievement
  • Management of coverage through effective route planning, visit frequency optimization and PJP control
  • Management of distribution through wholesaler billing efficiency, must stock lists, market STR’s and stock rotation
  • Visibility management
  • Relationship management
  • Experience & Knowledge Required:
  • Qualification & Experience
  • Graduate in Arts / Science / Commerce from affiliated university / MBA from good university / Graduate from National Institute of Sales
  • Experience of 2-3 years in field sales in FMCG sales only.
  • Preferred companies are Marico, J&J, Dabur, Heinz, Cadbury, Perfetti & RCI.
  • Knowledge
  • To posses a complete territorial knowledge
  • Knowledge of brands , prices , margins and activities of both own products and competition
  • Working Knowledge of Ms Office
  • Knowledge of local languages other than English

JOB FAMILY: Sales Force

DIVISION: ANI International Nutrition

LOCATION: India : Remote


WORK SHIFT: Standard

TRAVEL: Yes, 25 % of the Time


More Information

Only candidates can apply for this job.
Share this job
Company Information

Contact Us