Job Description
A. PROFILE
Role Title: Senior Territory Sales Executive
Reporting to: Area Sales Manager
Division: Sales & Distirbution
Department / Section: Sales & Distribution
B. CONTEXT
Purpose To drive specific focus township especially bigger and potential township such as Taunggyi, Myitkyina, Mon, Magway, Pakokku, Pathein, Hinthada, Bago, Pyay, Hpaan, Mawlamyine) and analysis detail performance of individual DSR. Manage DTR performance and retain DTR to be in strong relationship.
Context This Department will be responsible for executing and implementing consumer business strategy and building brand affinity and connect in order to achieve growth in customer market share and revenue market share; through focus on the various business and distribution channels and customer experience. It will develop and execute the company's digital and commercial strategy covering the consumer segment; improving user engagement and value through consumer understanding, product innovation, integrated marketing & communications, pricing, strategic bundling and customer lifetime value management.
C. ROLE ACCOUNTABILITIES
- Carry out daily visitation to dealer's outlets within the assigned territories to build business rapport.
- Perform check on dealer's outlets to ensure adherence to the policies for example all sales and operations systems are up, POSM (Point of Sales Materials) are displayed adequately, staffs are wearing the assigned uniforms, etc.
- Ensure adequate supply of SIM packs and reload at all point of sales/outlets in the assigned territories.
- Resolve dealer's operations issues, incentive discrepancies, ageing and customer's complaint.
- Submit weekly sales report to supervisors in timely manner.
- Feedback all competitors' activities in the assigned territories.
- Train and brief dealers on new program and product launch.
- Support dealer's participation in roadshows and ground activities.
- Must be responsible for achieving the revenue target of the distributor
- Supervise minimum five DSRs in terms of driving market operations
- Hiring, mentoring and coaching of DSR headcounts
- Monitor each Area DSRs daily dealers' visitation/routine, sales performance and productivity
D. KEY PERFORMANCE INDICATORS
- Meeting monthly assigned territories' SIM packs and reload sales target.
- Completing the weekly planned dealer's outlets visitation.
- Submitting the weekly sales report in time.
- Closing both the customers' and dealers' complaints/issues within the SLAs.
- Achieving Revenue Target of Distributor
- Monitoring Distribution Infrastructure
- Monitoring sites wise performances
- Monitoring to get actual customer
E. WORKING RELATIONSHIPS & DECISION MAKING
Interacts with:
Internal: Regional Admin, Regional DMS Manager, Management
External: DTR, Dealers, Outsource Employees (DSR, Promoters, SPO Promoters, Supervisors) and DTR MIS from DTR
Decision Making: Describe the kind of decisions made – what they would be related to and whether they would be made independently or in conjunction with others. This could include Delegated Authority levels.
F. EXPERIENCE AND QUALIFICATIONS
Minimum Experience & Essential Knowledge
- Minimum 3-5 years working experience, FMCG/telecommunication related industries would be an advantage.
- Good communication & writing skills.
- Ability to use of MS Office 2000 or later, particularly Excel and Power Point Presentation, Internet and email.
Minimum Entry Qualifications
