TSM - Tanjore HQ - GT - CPC

Medical Representative

JOB DESCRIPTION

Role Territory Sales Manager

Title/Designation Junior Officer

Function Domestic Sales

Department Consumer Products Division - Sebamed

Reporting to Area Sales Manager

Job Grade/Level L2 (C)

Direct Reportees 5 - 6

Indirect Reportees NA

Role Objective Achieve and exceed sales targets in the assigned territory by effectively implementing sales strategies to cultivate a positive image of USV

KEY RESPONSIBILITIES

Sales Management

• ? Execute a go-to-market sales strategy for the assigned territory
• ? Achieve and exceed assigned targets and implement a plan of action to bridge any gaps
• ? Execute primary sales planning and distributor management for General Trade
• ? Increase sales volume by identifying and pursuing new business opportunities with key customers
• ? Conduct regular customer visits to proactively identify and address queries to ensure customer satisfaction
• ? Operate all schemes and promotional activities as per prior approvals and discussions during review meetings
• ? Ensure optimal merchandising and strategic product placement in retail stores
• ? Conduct regular inventory checks and sales data analysis
• ? Implement and track effectiveness of promotional and marketing activities and campaigns
• ? Document outlet expenses (damages, trade schemes, promotional expenses, visibility expenses) periodically for audit purposes
• ? Settle distributor and outlet claims within the stipulated time frame after validation
• ? Submit No Objection Certificates (NOCs) from distributors periodically to Area Sales Manager
• ? Conduct market research to understand customer needs and market trends for the territory
• ? Assist in new product launches to ensure their success, from availability phase to the promotional phase
• ? Maintain accurate records of sales activities, customer interactions, and market data
• ? Communicate regular sales reports, forecasts, and market analytics to senior management
• ? Participate in induction and central training programs, cycle meetings to understand campaigns and processes

Channel Management and Stakeholder Engagement

• ? Develop and implement a territory coverage plan in consultation with the Area Sales Manager
• ? Participate in regular meetings with key accounts, distributors, and channel partners as part of governance
• ? Ensure optimal placement of products and implement successful sell-out of new products
• ? Monitor the stock levels and ensure availability of supply to distributors
• ? Maintain channel hygiene while implementing sales plans
• ? Foster strong relationships with key accounts, distributors, suppliers and channel partners

People and Culture

• ? Adhere to and ensure Credo values are demonstrated
• ? Attend mandatory training as published by the L&D team
• ? Set timely goals in alignment with KRA/KPI guidelines and achieve the agreed-upon targets

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with:Territory Sales Manager, Area Sales Manager, Functional Teams of Finance, Supply Chain, Procurement

Nature of Interaction: Effective communication in connection with instructions, requests or normal work tasks, motivating the team, handling escalations

Type of Interaction: External

Interaction with: Customers /CFAs / Distributors /Retail outlets/Channel Partners

Nature of Interaction: Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• ? Must have minimum of 5 – 8 years of overall experience with 5 years in General Trade and FMCG sales
• ? Possess relevant functional and process knowledge, regulatory aspects, and updated knowledge of advancements in his / her area of work

Academic Qualifications & Certifications

• ? Educational Qualification: Graduation in any field is required

Behavioural Competency (Proficiency Levels from 1 – 5, with 1 being the lowest and 5 being the highest)

Achievement Orientation(3)

Problem Solving and Decision Making (2)

Integrity and Process Compliance (3)

Effective Communication (3)

Customer Orientation (3)

Collaboration (3)

Planning and Execution (3)