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Sales Officer - Retail

AkzoNobel
1 Openings • Deadline 06 Jan 2022
About the job

Job Purpose Statement

 

The purpose of this job is to work with the Distributor to help, drive and improve numeric reach and market share as planned in the P&L sheet in the designated area of operation. Work with the Distributor Manager and drive a team of Distributor Sales Reps (DSRs) to deliver the key sell-out KPIs – Revenue, Mix, as per defined P&L, SSO reach, SSO depth, SSO assortment as per segmentation, POST placement and productivity and ensure service levels from distributor to SSOs on credit terms and delivery in line with market practice/expectation. Must ensure SOP adherence by the Distributor on – replenishment norms; daily and weekly meeting/review routines; all invoicing in DERP daily; CRM usage by DSR and self; ensure dissemination of discounts/rebates/promotions to SSOs as agreed with the Distributor by the DSRs; collect and report market intelligence; and ensure adherence to other relevant terms of trade as per contract. Own and drive off-take programme initiatives like Eeden and Shop Assistant programmes in core segmented SSOs. Support the MDO/Painter Rep team with identification of painters for the painter programme. He needs to build capability of the Distributor Sales Reps

 

Accountabilities - 

Assist in Appointing Distributor Sales Reps (DSRs) - Shortlist candidates to be interviewed by ASM

Training and capability of Distributor’s team - An aligned and competent distributor team with a reasonably good understanding of the paint industry, defined market, competition, SSO requirements and AkzoNobel objectives 

Distribution deliverables - Deliver sustainable distribution and POST expansion (measured as % invoiced every month) for the distributor territory

Business and process deliverables - Deliver, revenue, volume and mix for the distributor territory as per plan and ensure adherence to defined processes and tools 

Market activities - Key account management of core segmented channel and provide feedback to improve effectiveness and efficiency of the distributor team 

Painter programme - Ensure offtake programmes for painters translate into sell-out and sell-in 

Major Challenges

 

  1. Moving from an individual contributor to a people manager – even though people are not AkzoNobel FTE
  2. Understanding Distributor operations and ways to handle the Channel via a distributor
  3. Working with a partner who probably would be distributing paints for the first time in the country
  4. Ability to transition from a direct SSO operations to managing a Distributor team

Key Decisions and Dimensions

 

  • Deployment of value propositions from the defined menu basis understanding of SSO
  • Ensuring adherence to defined SOP and contract by the distributor
  • Pricing support to Medium and Small projects serviced by the SSOs under the Distributor
Qualifications
  • BA
  • BBA
  • BCA
  • BCom
  • BSc
  • Btech/BE
  • (Equivalent profile accepted)
Skills Required

Sales

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Fulfillment Required
Yes
Job Type

FullTime

Job Location

Chennai, Delhi, Kolkata

Work Experience

1-3 years

Salary

Rs. 3-5 Lacs

Functional Area

Sales/ Retail/ Business Development

Industry Type

Chemicals / PetroChemical / Plastic / Rubber

Published On

06 Dec 2021

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