Job Description
Job Title: Sales Officer / Sales Executive
Department: Sales & Distribution
Industry: FMCG – Food Products (e.g., Packaged Foods, Dairy, Beverages, Snacks, Spices)
Reporting To: Area Sales Manager (ASM) / Territory Sales Manager (TSM)
Role Purpose
The Sales Officer / Executive drives secondary sales growth, expands retail distribution, manages local distributors, and ensures brand visibility across assigned retail channels (General Trade / Modern Trade) within an assigned territory.
Key Responsibilities1. Sales & Revenue Generation
Achieve monthly, quarterly, and annual sales targets (volume and value) for the assigned beat/territory.
Drive sales across the complete product portfolio, focusing on core SKUs as well as new product launches (NPDs).
Focus on increasing PJP (Permanent Journey Plan) adherence to maximize store visits per day (typically 30–40 retail calls daily).
2. Distributor & Channel Management
Oversee stock levels, order placement, and timely deliveries at the distributor level.
Maintain healthy distributor relationships and ensure smooth primary sales execution.
Monitor distributor inventory to prevent stock-outs or over-stocking of slow-moving items.
Assist in resolving billing, claim settlement, and damage product issues smoothly.
3. Retail Coverage & Merchandising
Identify and onboard new retail outlets (Kirana stores, supermarkets, mini-marts) to expand numeric and weighted distribution.
Ensure optimal product display, share of shelf, and placement at eye level (Planogram compliance).
Execute POSM (Point of Sale Materials) deployment—posters, danglers, shelf strips, and counter displays.
4. Stock & Freshness Management (Food Specific)
Manage FIFO (First In, First Out) at distributor warehouses and retail points to prevent stock expiry.
Regularly check batch numbers and Best Before / Expiry dates, taking proactive measures for near-expiry stocks.
Handle market returns, damages, and quality complaints per company guidelines.
5. Market Intelligence & Reporting
Collect regular feedback on competitor pricing, promotions, new launches, and distributor schemes.
Maintain daily sales reports (DSR), call productivity metrics, and outlet coverage reports via SFA (Sales Force Automation) apps.