Area Sales Executive

Job Overview and Qualifications

We are looking for a qualified Area Sales Executive to join Britannia Industries Limited at Kollam, India. The ideal candidate should hold a graduate or postgraduate degree and exhibit strong skills in market execution, business development, channel partner management, selling, and negotiation.

Key Responsibilities

• Achieve set secondary sales targets effectively.
• Define sales objectives for Area Workers (AW) and break down targets for Area Worker Salesmen (AWSM) on a beat-wise basis.
• Communicate these objectives clearly to AW and conduct periodic tracking to ensure alignment.
• Manage and collaborate with AWs, providing support and motivation to reach business goals.
• Ensure adequate infrastructure and systems are in place to support sales activities.
• Serve as the commercial bridge between AW and Britannia Industries Limited (BIL).
• Coach, manage, and evaluate AWSM performance, training them on sales call processes and best practices at BIL.
• Offer on-the-job guidance to resolve territory-specific challenges.
• Maintain high service levels in the market and help expand business within existing and new outlets.
• Ensure proper service at dealer locations and maintain strong relationships with current dealers.
• Increase product penetration depth and width per dealer, and prospect for new outlets.
• Carry out promotional activations as instructed by the Area Sales Manager (ASM).
• Implement merchandising and visibility plans strictly in accordance with Plan-O-Gram, focusing on primary and secondary merchandising and visibility efforts.
• Launch new consumer promotions, trade schemes, and new products through effective communication and sampling initiatives.
• Ensure AWSM understand and execute schemes properly at dealer points, tracking and reviewing their performance on new products and schemes.
• Gather and report competitive market intelligence regarding promotional activities, service days, off-take, pricing, new launches, and visibility.
• Maintain accurate records and management information systems, including PJP data and MIS reporting.
• Manage the Hub of UDAAN operations.
• Represent Britannia in handling consumer complaints, personally visiting consumers to address quality concerns, and keeping the quality team informed about complaint statuses.