Job Description

Designation
Rural TSE

Grade:
JM3

Qualification :
Graduate + MBA (Optional)

Age :
25 – 33 Yrs

Experience :
5 – 9 years of Experience



Sr No
Key deliverables :



1
Field Work


Drive Primary, Secondary, coverage & distribution targets


Drive SD/Stockiest, PSR, ISR, VSRPerformance


Execution of New Product


Execution of Marico Trade Program


Drive VD sales and Systems.


Timely completion of NPLPs & Leading Indicators.


Tracking SD/Stockiest wise Coverage & SD to Stockiest Service


Roll out VD & GTM in a systematic Manor.



2
SD & Stockist Management


Appointment of SD & stockiest as per Selection Procedure


Handling SD and Stockiest - Ensuring SD/Stockist Service, Maintenance of Inventory at SD Point, Review of Financial Health, Every cover Review & Assess SD’s financial health based on ROI & Infra Norms


Motivation & Involvement of Stockist & SD, Ensure Healthy ROI earning Cover Wise


Relationship Management to handle SD, stockist and retailers


Monitoring Stockiest/SD Wise Consistence Growth


Understand the various Channel, channel programs at Marico and the relevance of the same


Maintain the Stockiest and SD Systems and Process(Like TMR,LND, Stock Issues and Others)


Responsible of Handling Stockiest Issues, Retailer Issues, Consumer Complains and SD Issues.


Stockist & SD claim and Reconciliation - Eclaim/Manual Claim


TMR Hard Copies collection



3
PSR/VSR/ISR


Interview, Selection, Induction of VSR/PSR/ISR


On The Job Training/Hand-Holding to PSR/VSR/ISR: Selling Skills, Product Knowledge, New Product Launch, Merchandising, Stockist Management Claims,TMRs


Reviews the respective PSR/VSR: MTD achievement against volume target, MTD achievement against distribution target (focus brands), Mandays, Leading indicators, Program, Status of NPLP, Sanctions & claims of stockist


Motivation of PSR/VSR Ensure Healthy Incentive Earning


Conducting Rural JC - Discuss & Off-Load agenda for the JC



4
Financial & Commercial Aspects


ROI/basic commercial understanding to handle the SD, stockist in a better way


Understand pricing cascade


L &D Policy - Procedure for submission and issuing of L&D claims


Stockist & SD Appointment & Separation as per Norms


Claim Management - Timely Entry, NOC As per Norms


Food Safety Audit - To Ensure All aspects covered



5
Business Planning & Review


Carry Competition Benchmarking - Proactive steps to take up competition by aligning supervisor and aggressive Planning, Execution and Review to stay ahead of competition at all times


Planning and offloading monthly Plans, schemes and incentives to SD, Stockists, VSRs, PSRs, ISRs


Planning Vol/ Non Vol Wise, Volume: SD, Stockist wise, Channel Wise Planning Break Up, ISR/PSR/VSR wise – Detailing for Focus Brands, Imp Outlet wise – Detailing for Focus Brands. Leading Indicator


Consider Planning Triggers like P3M – Average of Last 3 months, EC – Effective Coverage, BPD / Cumulative BPD, Relationship Program Led : Wholesale , TBTL / Scratch Card, Consumer Offer, Trade Offer, Micromarketing Initiatives Led at all times


Reviewing the performance of SD, Stockist, PSR, VSR, ISR on regular intervals


PJP Planning - Travel Plan - Able to Plan his travel to cover all DD and Target Offloading


Utilization of TLO’s CO’s effectively in our Market for Growth and Market share gain


Monitoring SD, Stockist, Channel wise performance and analyse growths for Key outlets and wholesale outlets.


Taking responsibility of Major potential areas and keep daily track for better prospect


Monitoring VD sales and Systems.


Healthy Stockiest Coverage on Block basis.


PSR JC Planning skills and month review mechanism


Review VSR : Market working of the Van PSR, Turnover & productivity of the Van PSR & Van BPM of all van routes


Review PSR: Review PSR MOR, LPM, Focus Brand EC, Plan deviations, SD Pivot on Trends, WMP purchase, party wise tgt vs ach & YTD points status, Distribution expansion/town addition plan, Claim Status, L&D Issues



6
Reporting and Database Management


Understanding of Midas and Mi Net


TMR, JC MOR, Block 1, Block 2 and liklies


Submission of Claim - Entry of E- Claims - like Secondary schemes, Displays, PSR/VSR Incentive


Brand Wise Distributor wise Vol for last 3 years, Outlet - Nos of Outlet - Outlet listing , Top Outlet report at brand level


JC Data Collection- SDTMRS and Stockist TMRs Van business details, PSR MORS, WMP business details, Sec Sales Report


Review & Report: Brand wise Target / Achievement Analysis, EC, BPD, JC Review, Dead outlet report, Channel wise JC review, Outlet Performance Report, Off-take monitors of NPD, Monthly claims, Expense statement, DD/DSR profile, ROI



7
Market Development


Launch of NPD


Town Expansion and Mapping - As per Norms addition of PSR PJP or Van route, If Required


Van Business Management - Track BPM of every van route monthly basis , Review the viability of business of all Van routes - Cost Benefit Analysis - Continue/Dis-Continue Routes , Identify new van route/towns where business potential is high


Upgradation of Towns as per Marico Norms


WMP Management - Identify more WMP outlets to increase coverage , Involved in the identification & selection of WMP outlets, Relationship Building, Ensure gifts are disbursed to WMP outlets on time


Execution Of Promotions - Execute local level promotions for Key outlets, Stockists, PSRs & VSRs , Motivate stockists through contests