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Sr. Customer Development Executive

Sr. Customer Development Executive

ConfidentialGurgaon / Gurugram
30+ days ago
Job description

Key Accountabilities :

1. Distribution Management :

  • Trade management.
  • Identify new markets / accounts and bring them under direct coverage on a regular basis.
  • Ensure addition of specialty wholesalers.
  • Ensure stores in route list are classified according to the accurate RE.
  • Ensure that SSM efforts are advised to reduce the number of non-purchasers.
  • Ensure optimum usage of activations to drive sales.
  • Ensure sales call efficiency.
  • Selling stories range selling, handling objections, etc.

2. In-store management :

  • Prioritize accounts for maximum impact through visibilities (ensure coverage of top 2 outlets in every route).

    • 3. Market Updates :

  • Secure and draw insights from any competitive information available in public domain regarding :
  • New products.
  • Activities.
  • Schemes.
  • Any other developments.

    • 4. Data based working and communication :

  • Use data to drive overall business performance.
  • Setting objectives for market visits.
  • Reviewing sales associates and PSR performance against plan.
  • Reviewing stockists performance against plan.

    • 5. Developing and training :

  • Train and develop sales associates through required mode of training (e.g. new products, toothbrush assortment, focus on medical stores i.e. PASSION understanding).
  • Mentor and empower sales associates to perform well by ensuring that CP benefits are availed by SSMs.
  • Acknowledge any issues faced by sales associates in the field and provide support to resolve it.

    • 6. Meetings :

  • Conduct effective monthly and weekly salesmen meetings
  • Updates on route wise overall STT (sales to trade)
  • Toothbrush STT
  • Route wise ERC and productivity
  • Brand wise ERC (effective route coverage)
  • Visibility booking
  • HN1 tracking (Hero No. 1 incentive)
  • Best practices sharing and mock calls

    • 7. Reporting :

  • Compile reports and information as per requirements communicated by AM.

    • 8. Relationship Building :

  • Maintain trust and understanding in working with stockists and trade in general, especially partner with key wholesalers to drive business.
  • Share success stories and Communicate programs to build off-takes.
  • Mutually work towards category growth.
  • Resolve issues, etc.

    • Required Qualifications :

  • 1 Year plus of work experience in FMCG Companies. Have worked in similar market environment.

    • Skills Required

    Trade, customer development, Sales, Relationship Building

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