FMCG Sales Executive

Appoint and manage distributors, super stockists, and retailers

Ensure market coverage (numeric & weighted distribution)

Maintain stock availability (zero stock-out target)

Expand presence in GT (General Trade), MT (Modern Trade), and E-commerce

Meet monthly / quarterly / annual sales targets

Drive primary (company to distributor) and secondary sales (distributor to retailer)

Monitor SKU-wise performance

Execute beat plans & route plans

Ensure visibility & merchandising standards

Placement of POSM (Point of Sale Materials)

Monitor planogram compliance

Conduct regular market visits & audits

Build strong relationships with:

• Distributors
• Retailers
• Key accounts

Negotiate trade schemes, margins, and promotions

Resolve claims, disputes, and payment issues

Forecast demand and coordinate with supply chain

Monitor:

• Stock levels
• Expiry management (critical in FMCG)

Ensure timely replenishment

Monitor competitor:

• Pricing
• Schemes
• New launches

Provide market intelligence reports

• Sales Planning & ForecastingPrepare annual operating plan (AOP)
• Set territory-wise targets
• Budget allocation

• Team ManagementRecruit, train, and manage:
• Sales officers
• Territory managers
• Monitor KPIs:
• Productivity
• Strike rate
• Conversion ratio

Sales volume & value growth

Market share

Distribution reach

Outlet coverage

Visibility score

ROI on marketing campaigns

Secondary sales growth