Territory Sales Officer

#Urgent #Hiring

Greetings from Avani Consulting..

we are hiring for *TSO PAN Rayalaseema*(Nellore to Tirupati), TSO PAN Coastal belt(Vijayawada to Vizag)

Sr No Key deliverables :

1 Monthly Target Achievment: Field Execution

• Drive Primary, Secondary, coverage & distribution targets
• Driving of Programs Bandhan, Mera,Super Mera & Umang outlet level planning and executing the weekly basis
• Execution of New Product
• Execution of Company Trade Program
• Merchandising
• On Job Training to DSR's especially on NPD Brands

2 DD Management

• DD Appointment and Removal as per Norms
• Motivation of DD -Ensure Healthy ROI Earning, Increasing involvement of by Recognition Programme such as Udaan, Food Safety Certifications etc.
• DD s claims and Reconciliation - Timely submission of Claims, Hard Copies, Audit, Mi-Net entry as per co. norms
• Maintenance of Inventory at Distributor Point - Closing Stock as per Norms at Month End
• TMR Hard Copies collection by TSO from DD
• Review of Financial Health - Calculate and Review DD ROI, Suggest Action plan in case of any deviation from Norms, Ensuring DD updates collections in MIDAS
• Ensuring DD Infrastructure Requirements as per Norms - Beat Service, Delivery Units, DSR, Godown, Computer, Staff

3 DSR/Merchandiser

• DSR Interview, Selection, Induction
• Motivation of DSR Ensure Healthy Incentive Earning: Incentive Maximization of DSR
• Reviews the respective DSRs and educate them for their Incentive earnings which they losing Brand wise achievements.
• On The Job Training to DSR's: Selling Skills, Product Knowledge, Merchandising, New Product Launch
• Merchandisers Management (City - Where it is)
• Raise Earning Potential

4 Financial & Commercial Aspects

• ROI Calculation as per Norms
• Understand pricing cascade
• L &D Policy - Procedure for submission and issuing of L&D claims
• DD Appointment & Separation
• Claim Management - Timely Entry, NOC As per Norms
• Food Safety Audit - To Ensure All aspects covered
• Program Payout at the end of Phase as per Company Policy

5 Business Planning & Review

• Plan for Primary, Secondary, coverage & distribution targets
• Planning and offloading monthly plans, schemes, Special Agendas and incentives to DD and DSRs
• Planning Vol/ Non Vol Wise, Volume: Distributor wise, Channel Wise Planning Break Up, DSR wise Detailing for Focus Brands, Imp Outlet wise Detailing for Focus Brands, Leading Indicator: Distributor wise, DSR wise, Beat wise
• Consider Planning Triggers like P6M Average of Last 6 months, EC Effective Coverage, BPD / Cumulative BPD, Relationship Program Led : Wholesale Bandhan/ Dhoom/Mera/ S Mera/ Unnathi , TBTL / Scratch Card, Consumer Offer, Trade Offer, Micromarketing Initiatives Led
• Analyse distributor wise and brand wise growths
• Reviewing the performance of distributor and DSR on regular intervals - Volume, Non Volume, PDA Usage, PDA Uploads, NPLP, Channel Performance, Merchandising Scores
• PJP Planning - Travel Plan - Able to Plan his travel to cover all DD and Target Offloading
• Utilization of TLOs COs effectively in our Market for Growth and Market share gain
• Monitoring Channel wise performance and analyse growths for Key outlets and wholesale outlets.
• Taking responsibility of Major potential areas and keep daily track for better prospect
• Keep in Mind Non Volume parameters and drive the business growths

6 Reporting and Database

• Understanding of Midas and Mi Net
• Review & Report: Brand wise Target / Achievement Analysis, EC, BPD,RED, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Off-take monitors of NPD, Monthly claims, Expense statement
• DSR incentive claims to come along with Dist Claims with other supporting as per incentive policy.
• TMR, JC MOR, Block 1, Block 2 and liklies
• Submission of Claim - Entry of E- Claims
• TSO Bluebook - It Consists of Brand Wise Distributor wise Vol for last 3 years, Outlet - Nos of Outlet - Outlet listing , Top Outlet report at brand level,
• DD/DSR profile, ROI, TSO/DSR Incentive Earning Trend
• Distributor wise Bpm and Key Brands Vol Growth/Degrowth
• Channelwise Distributor wise Bpm and Key Brands Vol Growth/Degrowth
• Programmewise Distributor wise Bpm and Key Brands Vol Growth/Degrowth
• Last 2 Years Bandhan/Umang/Unnati Pivots

The positions reports into : Area Sales Manager