Senior Sales Executive

Job Summary

To plan, sell to the customer Head Office, and enable field operations team to execute the In-store Fundamentals and Brand initiatives in the assigned customers/brands in order to develop the customers’ business and achieve the company’s objectives.

Accountabilities

Business Development

• Manage our service level to the customer and ensure opportunities are identified and resolved (database management, stock management).
• Active engagement in development of customer agreement elements, deploy these to field execution teams to facilitate execution and monitor compliance on monthly basis.
• Conduct quarterly business reviews with the customer head office to ensure target measures and plans are being achieved.
• Spot business building and sales fundamentals opportunities at the customer/store level and have an action plan on hand to rectify those opportunities.
• Liaise with Finance for account reconciliation and customer receivables.
• To be compliant with company’s finance SOPs.
• Develop a Joint Business Plan that delivers on Customer and Company objectives.
• Own the customer share report (where applicable) to be updated on monthly basis and share internally. Analyse the data and ensure opportunities are identified and resolved.
• Develop customer scorecard to be updated on monthly basis and shared internally and externally.
• Build strategic business relationship with key stakeholders with respective counterparts at the customer level and leverage those relationships to achieve company’s objectives.
• Knowledge of key insights and developments within the customer ahead of time and leveraging these changes to build the business.

Develop, Sell & Execute Category Management Projects

• Deploy and enable the field operations team to execute the agreed concept sell.
• Track execution as per agreed timelines to ensure Compliance VS Agreement.
• Liaise internally to develop Category Management projects based on customer category/ brand opportunities.
• Conceptually Sell the project to the customer while agreeing on joint KPI’s.
• Commercialize the wins or opportunities by sharing the close out report.

Plan & Execute Brand Initiatives

• Sell the brand initiatives to the customer.
• Liaise with Category Manager to plan brand initiatives by customer that ensures sufficiency for company (Sales/Fundamentals) and customer objectives.
• Execute the brand initiatives aligned with the Category Manager.
• Communicate the plan to field operations team via the sales force application and enable them with the right tools to ensure best in class execution.

Market Intelligence and Competitive Reporting

• Communicate internally to BDT and management any activity done by customers/competitors which can have an impact on the business in order to take required action.
• Develop or suggest Defence / Offense plans to counter key competitor activities.

Qualifications

Graduate Degree in Marketing / Management and / or related field from leading University.

Required Experience

• 2 years of Sales Executive experience (Proven Track Record of Top Talent Performance).
• Previous experience in the FMCG industry is a must.