JOB DESCRIPTION

AREAS OF RESPONSIBILITY

1) Commercial delivery

 • Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory
• Conduct Outlet wise annual volume planning & phasing
• Develop and monitor individual sales objectives on monthly / quarterly and annual basis.
• Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.
• Ensure Increase in Share of Business ( Market Share ) across segments as per plan

2) Relationship management

 • Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.
• Engage channels to close sales and deliver services thereby ensuring higher market share.
• Work as SPOC for the organization and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions                                             

3) Strategic alliances

 •  Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.
•  Manage the new product launches in the regions and ensure all new products are available & listed at the outlets
•  Negotiate & finalize annual contract and terms of trade with key accounts in the territory.
• Short list the outlets for Contracts & negotiate a win: win proposition in consultation with the line manager  

4) Execution & tracking

 •   Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory                                                                                                    • Collaborate with the outlets for menu card listing/availability in line with MSL/Price laddering
•   Prepare reporting on the brand’s performance, needs and forecasts.
•   Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E) in coordination with SCME
•   Coordinate with 3rd party agency for execution of the activations / launch at the outlet.                         

5) Customer management & MIS

 • Make regular sales calls to designated on premise accounts  as per PJP & beat plan to cultivate customer relations and satisfaction with service provided.
•  Keep the trade informed about pricing, promotion schemes etc.
• Responsible for the correct and timely submission of the claims and daily and monthly sales report
• Keep a track on the competitor’s activity and bulk competition deals; and report the same to line manager immediately

6) Customer Marketing initatives

 • Maintain the organization's standards and guidelines wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet
• Effectively train customer staff on products and execute product tastings and product presentations through DBA - Art of blending for consumers
• Execute the marketing plans at the outlets as per the guidelines of the state / regional marketing team while working within company policies, resources and budgets.

7) Process & systems

 • Review customers' credit status, and collect outstanding as per the USL credit policy wherever applicable
• Ensure all claims of customers are submitted in a timely manner with required documentation
• Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing
• Ensure settlements & payments to outlets as per agreed terms