Territory Sales Executive

1. Target achievement personal and of distributor and DSEs for Quality Gross /revenue/Outlet and other

distribution KPIs expansion.

2. Retailer relationship building by visits as per norms with key retailers of territory assigned ensuring

targeted activations from them.

3. DSE management ensuring DSEs achieve incentives by meeting their targets.

4. Distributor profitability by ensuring he earns incentives by meeting targets set.

5. Distributor management including no of DSEs/Stock norms adherence.

Performance Indicators

1. Target achievement of Gross /Revenue, T2M and Outlet expansion, Distribution KPIs targets.

2. Distributor performance.

3. Percentage of DSEs achieving incentives.

4. Performance in digital parameters including Data market share, unlimited penetration, Sim Up .

4) Core Competencies, Knowledge, Experience, Technical / Professional Qualifications

1. Ability to work in retail /Build relationship with retail.

2. Ability to utilise relationship building for business gain.

3. Distributor management.

4. People management of DSEs/Distributors.

5. Local knowledge understanding/Basic Data management /Digital awareness and adoption.

6. Bachelors in any discipline with 1+ years of experience preferably in a distribution set up.

Restricted

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6) Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.

Deciding on COCA operation of set territory in discussion with ASM.

Deciding on promoter placement in discussion with ASM.

7) Risks, Challenges, Job Context

Distributor management in present scenario is becoming more complex with distributor turnover under

pressure. Retailer revenue is also showing a decreasing trend with ARPU reduction and market moving more

digital. DSE earning are also decreasing with distributor profitability decreasing and DSE retention becomes

a major challenge now. In the initial integration stage the other big challenge will be in understanding both

brand systems and processes and training the distributors and DSE on the same.

Challenges.

1. Cultivate good relationship with trade with his earning getting lower.

2. To ensure adoption of digital ways even though it will decrease Distributor /Retailer revenues.

3. To ensure adequate share of Gross Adds.

4. To ensure adequate training to DSEs and Promoters while the industry moves more and more

digital.