Job Description – Sales

Position Title Executive Trainee

Department: Sales Grade E3

Business Unit: Sales Location:

Key roles of the Position : (Major purpose why this role exists in the organization)
This position is responsible for:-
1 Driving sales through proper distribution channels.
2 Analysing demand and providing inputs for sales plan.
3 Evaluating channel partners sales performance and recommend process improvements.
4 Analysing sales trend, monitoring price, meeting sales targets and maximise revenues.
5 Attending sales training programs/meetings and generating sales reports.

Detailed Responsibilities (Major responsibilities of this position)

Appointing CFA, Sales Representatives and Distributor after scouting local markets and taking feedback
Implementing monthly sales plan along with sales schemes
Forwarding inputs for next month’s sales plan and sales forecast to ASMs
Collecting competitor pricing and send it to Commercial department
Collecting & preparing sales data regarding primary & secondary sales
Analyzing secondary sales on a weekly basis
Studying distributor wise performance data and submit to ASM
Taking stock data from distributors and arriving at the secondary sales
Visiting the distributor/trade market
Monitoring pricing (Price to Trade/Retailer) and PTD (Price to distributor)
Approach new retailers to buy & regular interaction with the retailers
Convince the outlet to by all SKUs & check visibility of the products in all stores
Cold calling for getting new distributors & distributor evaluation and short listing
SR appointment, train & guide SR in market & ensuring the team receives incentive
Collect daily report of SR, Review of achievement & tracking the performance
Coordinate ATL & BTL activities
Collect & convey competitors’ scheme, new launch & price information and recommend changes in own
scheme
Decide where to push the SRs to increase coverage
Job Description – Sales
Organizational Interfaces

Internal Interface External Interface

(Departments / Designations, this position needs (Public Departments / External Agencies, this
to interface within the organization to position needs to interface outside the
accomplish its task effectively) organization to accomplish its task effectively)

1. Sales dept 1. Distributors

2. Marketing dept 2. Retailers
3. Accounts dept 3.

Knowledge & Skills Required (Functional / Technical)

(Functional competencies which are required for this role to be effective)

S.No Please choose relevant Functional / Please list here Functional / Technical Skills
Technical Skills from the drop down list which are not part of the Drop down list but
provided relevant for this position
1. Industry Knowledge
2. Resource Optimization
3. Knowledge of New Initiatives
4. Liaisoning (Internal & External)
5. Negotiation Skills
6. Skill Pool Development
7. Cost Consciousness
8. Budgetary Control
9. Accounting Standards
10. Planning & Scheduling

Job Competencies Required (Behavioural)

(Behavioral competencies required for this role to be effective)

1. Initiative
2. Concern for Order, Quality & Accuracy
3. Relationship Building
4. Teamwork & Cooperation
5. Self Confidence
6. Information Seeking
7. Interpersonal Understanding
8. Flexibility
9. Organizational Awareness
10. Analytical Thinking