Sales Officer - Job Description
Objective
Achieve growth in sales for the company in the given territory by visiting the market
personally and deploying the sales team.
Responsibilities
• Distributors – appoint, set terms, define territory,. Motivate, manage
• Sales – Secondary sales to retailers and institutions
• Development – create new outlets, promote more SKUs in existing outlets, improve
relationship with retailers and wholesalers
• Stock – Define maximum stock level with distributor, take physical stock, arrange
them right, maintain only adequate stock levels with retailers and distributors without
dumping
• Supply – Take closing stock position a day prior to supply, propose supply quantity,
coordinate with factory for dispatch, collect payment, reduce cost of supply
• Branding – In shop activities, talking to consumers, signboards, hoardings, social
media
• Outlet Data – Collect and organize outlets data into beats and distributors
• Sales Plan – PJP setting, sales forecasting, route coverage
• Coordination – with distributor, distributor salesman, supply driver, office, finance
Actions
• Understand company, brand, products, people, process, vision, history
• Learn the strength and weakness of competitors
• Keenly listen to retailer’s objections, respond to them in an objective manner
• Convince them why our products are suitable to them
• Develop relationships with retailers
• Act, follow up on promises given
• Never tell lies to achieve a sales
Expectations
• Action and Implementation instead of just suggestions or recommendations
• Belief that coconut oil is a healthy cooking oil is the right brand for the
consumers
• Find opportunities, positives, ways to get things done instead of looking for excuses
• Professional, well groomed, polite yet assertive, follow etiquette
• Think long term and find win-win solutions
• Lead by example with team members, show by doing yourself first
• Find ways to satisfy consumers even when we deal with intermediaries like
distributors and retailers
• Have a hunger to learn new things even if you have long past experience
• Create business opportunities not just collecting orders
• Grow the business not just oversee sales operations
• Reduce cost of selling and supplying
• Work in line with company’s vision of selling quality products and not depend on
lower pricing
Skills
• Business, Marketing, Branding, Sales concepts, Inventory, Indirect Taxes, Payments
• Personal selling, sales planning, prospecting, customer service, objection handling,
sales forecasting, client relationships
• Communication, persuasion, presentation, negotiation and relationship building
• Comfortable with numbers and oral calculations
• Proficient with local language and culture
• Expert in use of computers, spreadsheet application, sales force automation software
and smart phones for productivity
Qualification
• Bachelors Degree with good academic performance
• 5+ years of experience in FMCG sales in the given territory
• Have own 2 wheeler for traveling for work
• Smartphone with Android OS
• Age – 28 to 45 years, Gender - Male
Working Conditions
• Work timings – 9 am to 6 pm, 8 hours on field
• Working days – Monday to Saturday, Holiday – Sunday
• Report to Sales Manager
Compensation
• Fixed Salary defined in terms of CTC
• Incentives – based on sales targets achieved
• Travelling expenses reimbursed at 3 Rs per km of bike travel
• Halting expenses reimbursed at actuals
• Provident fund
• Paid Leaves