The Hershey Company
Website:
thehersheycompany.com
Job details:
Location: Kolkata, West Bengal, India
Job Title : Senior Sales Officer Kolkata
Major 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
Knowledge & Soft Skills :
- 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
- Should be comfortable working in Excel. Uses Excel to analyze secondary & primary data, Vlookup, Pivot etc
- 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
- 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).
Experience:
5+ years of sales experience in General trade.
Candidates must have front line sales experience for at least 5yrs.
Experience in Chocolates or food industry only. Working experience in Kolkata area. Upcountry travelling required.
Education:
Full time Graduate from any college/university
Click on Apply to know more.
