Sales Officer Tamil Nadu (Salem, All locations, IN) @ The Hershey Company

<p>Location: Tamil Nadu, India</p> <p> <br>Position Title : Sales Officer Tamil Nadu</p> <p><br><strong>Summary: </strong> </p> <p> </p> <p>To achieve primary &amp; secondary sales target, create visibility for the product, increase the width of distribution network and ensure timely collections and commercial viability.</p> <p><br> </p> <p><strong>Major duties &amp; key responsibilities:</strong></p> <p> </p> <p>Market Execution<br>Understands and can drive secondary sales<br>Handle beat efficiently. <br>Able to coach TSIs<br>Design &amp; handle beats to achieve better throughput per beat / per TSI.<br>Ensure effective merchandising<br>Drive range selling<br> </p> <p> </p> <p>Business development<br>Understands DPL (Dealers per lakh) <br>Understands sales WOW &amp; sales practices to maintain market discipline &amp; achieve constant sales growth in territory <br>Able to map &amp; restructure town/territory accordingly to business requirements.<br>Taps local events &amp; opportunities for incremental business. <br>Engage with KEY retailers<br> </p> <p> </p> <p>Channel Partner Management<br>Ensures proper communication of norms &amp; monthly sales objectives to the channel partner <br>Ensures channel partner adequacy &amp; evaluate him as per norms and adherence to WOW.<br>Leverage existing infrastructure of channel partner for increasing bill cuts &amp; decreasing man day loss <br>Identifies new channel partners<br>Able to add new infrastructure (delivery units, DSM etc.) by convincing DB to invest. <br>Influence &amp; engage channel partner to align him to business objectives. <br>Manage contingencies like TSI attrition, transport availability etc.<br> </p> <p> </p> <p>Selling &amp; Negotiation<br>Interact with channel partners &amp; retailers to inform about available SKUs, schemes &amp; price points<br>Negotiates &amp; modulates schemes etc. to suit the type of stake holder (A win-win situation)<br>Able to effectively handle grievance, issues, and objections of channel partners &amp; retailers on his own.<br> </p> <p> </p> <p>Planning and Execution<br>Identify growth drivers for business. <br>Understands the given target, can break it down in weekly/daily numbers beatwise.<br>Knowledge of brands, sales &amp; distribution, local activities &amp; schemes. <br>Plan for achievement according to schemes planned, sales initiatives etc.<br>Able to break targets TSI wise. <br>Able to take measures &amp; initiatives to accommodate misses, changes in market environment to achieve target. <br> </p> <p>Communication skills<br>Comprehends the information and can respond back effectively.<br>Able to collect inputs by interaction, brainstorming, discussions &amp; meetings, paraphrase them and respond back<br>Able to handle objections &amp; negotiations and drive new ideas &amp; measures to implementation. Able to train his subordinates effectively.<br> </p> <p> </p> <p>Achievement Orientation<br>Consistency in target achievement. High on energy level &amp; enthusiasm towards profession &amp; company<br>Diligent tracking of team&apos;s targets &amp; reporting to superior. Focused on task and leverages sales strategies effectively to achieve target.<br>Able to deal with misses in targets on his own confidently. Suggests measures &amp; implements them to achieve challenging targets<br> </p> <p> </p> <p><strong>Knowledge &amp; Soft Skills :</strong></p> <p><br>1. Has Knowledge of DMS, MS-office &amp; formats. Able to update reports as per WOW<br>2. Understands &amp; uses DMS data for better market implementation to find sources of growth for business<br>3. Should be comfortable working in Excel. Uses Excel to analyze secondary &amp; primary data, Vlookup, Pivot etc <br>4. They should be comfortable with English and local language.<br>5. Should have strong fundamentals in FMCG operations<br>6. Should have good oral and written communication.<br>7. Efficient in writing mails<br>8. Pleasant personality and willing to meet people<br>9. Should be a go getter and have problem solving attitude<br>10. Exposure to HHT (online order booking in mobile software).</p> <p><br><strong>Competencies: </strong></p> <p> </p> <p>1. Learning orientation<br>2. Communicating effectively<br>3. Drive for results<br>4. Customer centricity<br>5. Team leadership</p> <p> <br><strong>Minimum Education and Experience Requirements: </strong></p> <p><br><strong>Education: </strong></p> <p> </p> <p>Full time Graduate in any field </p> <p> </p> <p><strong>Experience: </strong> </p> <p> </p> <p>5+ years of sales experience in General trade, <br>Candidates must have front line sales experience for at least 5 +yrs.<br>HQ &amp; Territories, Upcountry location, Number of travel days in month to upcountry location.<br><br></p> <p>Territories - Coimbatore or Trichy or Salem or Tiruppur or Madurai</p> <p>Experience in Chocolates or food industry only.</p>