Job Responsibility:
- Typically requires a college degree (as these roles are typically entry level) or the equivalent work experience
Promote and sell the organization s products and services within an assigned geographic area, product range, or list of customer accounts to meet or exceed sales targets
Work under limited supervision for routine situations
Job Family Group:
Responsible for achieving sales goals and executing sales plans with a defined area. Includes sales management, account management, channel management, field sales/merchandising force (including traditional trade, modern trade, wholesale, distributor and new business) and sales control and field evaluations. In some countries, the field sales force may be split from key account management (national and international).
Field Sales are accountable for driving sales through optimal distribution and the physical availability of our brands across prime in-store locations. They are responsible for driving the quality of displays, delivering excellent execution in line with perfect store ambitions, and building influential relationships with key stakeholders to deliver incremental business and category growth.
General Field Sales
Work includes face-to-face and remote selling to both new and existing customers, including: Selling directly to the end Customer/business purchaser or indirectly through various sales channels Assessing customer needs and suggesting appropriate products May develop and deliver sales bids, presentations, and proposals; and conducting product demonstrations; Identifying and contacting prospective customers and building relationships to generate future sales and repeat business
Market Functions:
- Territory planning to ensure optimal coverage, infrastructure, visibility and service levels
- Size and seize market-level opportunities by building a strong business case around them and making necessary investments and efforts to realize them
- Engage with distributors so as to create collaborative, long-term relationships with them to support growth ambitions
- Manage trade spends as per agreed norms and deliver maximum results from them by innovative deployments
- Ensure delivery of in-store visibility and execution as per MARS standards, leveraging tools available
People Function :
- Lead, Monitor, Motivate and drive performance by leveraging selling tools and incentive programmes as designed by the company
- Coach FSA s on the Mars Sales Distribution system and drive desired productivity levels
- Implement structured training interventions as per agreed calendar to continuously upskill his FSA team
- Recruit desired numbers of FSA s of targeted profiles within specific timelines
Administration:
- Ensure timely submission of trade and distributor-related paperwork, such as claims, competitor information and any other information required from time to time
- Effectively coordinate with CFA and Distributors to ensure adherence to PDP and delivery schedules
Required:
- Any Graduate or MBA with at least 3 years of experience.
Key competencies required:
- Delivers Consistent Results
- Action Orientation
- Planning and Priority Setting
- Drive for results
- Creates Collaborative Relationships
- Customer Service Excellence
- Route to Market Optimization
