Senior Territory Sales Executive - Coimbatore

Function: General Trade, India Sales

At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, Creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability.

This job opportunity closely aligns with one of these key strategic pillars, which is Strengthening & Accelerating our Core Business . The role involves leading Foods Quality Assurance for all manufacturing facilities; own units as well as 3p operations; developing & managing vendors, periodic audits, inspection and testing for Foods products. Specification management, product and process risk assessment. QFS and compliance management for SAP Release Control, product manual and protocol set up.

President & Head – India Sales

MD & CEO

Cluster Head

Regional Sales Manager

Area Sales Manager

Territory Sales Executive

This job is at N-5 level (N corresponds to CEO’s level)

Geography : India

Type of Role: Individual Contributor

Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory

Secondary sales (Retail Distribution) - Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory

Provide ground-level inputs for promotions, local activations & demand forecasting exercise

Ensuring timely submission of stockiest claim along with supporting documents adhering to the company’s guidelines

Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager

Timely communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion & delivery

Co-ordination with Finance team for pricing issues, accounts settlement, claims management

Capability building of the indirect sales force by communicating and reviewing their delivery against expectations, and enhancing their sales skills by conducting market work with them & regular training.

Effectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

Proven and deep knowledge of sales and distribution system

Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators

Knowledge of competitor mapping and benchmarking

People management skills to handle indirect sales force

A graduate / post-graduate with 2 – 8 years of work experience in sales environment in a frontline sales role