In the Fast-Moving Consumer Goods (FMCG) Distributor Sales Executive is the primary engine for driving market share, maintaining secondary sales, and building rock-solid retail distribution networks.
Instead of just managing transactions, a great Distributor Sales Executive focuses on product availability, visibility, and relationship management within a assigned territory.
Core Roles & Responsibilities
1*. Distribution & Territory Management Route/Beat Mapping:*
Designing and adhering to a disciplined daily permanent journey plan (PJP) or "beat" to ensure maximum retail coverage. Distributor Management: Coordinating closely with local distributors or stockists to ensure they maintain optimum stock levels, deliver orders on time, and handle market returns (damaged or expired goods) smoothly. Expanding Retail Footprint: Actively scouting and onboarding new retail outlets, kirana stores, supermarkets, or food service accounts to increase numeric distribution.
2. Driving Sales & Market Placement Order Generation (Secondary Sales):
Visiting outlets daily to take accurate stock counts and pitch the right product mix (SKUs) to retailers, ensuring they never run out of stock. Product Launch Execution: Introducing new products, variants, or packaging directly into the market and securing prime placement.
B2B Margin Negotiation: Educating retailers on consumer schemes, trade discounts, and profit margins to incentivize larger order sizes.
3. Merchandising & Brand Visibility Perfect Store Execution:
Ensuring products are placed at eye level on retail shelves or in prominent checkout zones. POSM Placement: Deploying Point-of-Sale Materials like posters, danglers, shelf strips, and brand-owned assets (like retail coolers or display racks).
4. Market Intelligence & Reporting Competitor Tracking:
Monitoring rival brands' pricing, scheme shifts, new packaging launches, or aggressive marketing tactics, and reporting them back to the Area Sales Executive (ASE).
Daily Reporting: Maintaining clean records of daily calls made, productive calls (striking rate), total sales volume, and outstanding collections.
Key Performance Indicators (KPIs) :
To measure success, a Distributor Sales Executive is typically evaluated on a few non-negotiable metrics:
ECO (Effective Coverage): The percentage of active outlets on a beat that actually place an order during a visit.
TLS (Total Lines Sold): Selling multiple distinct categories or SKUs to a single store instead of just relying on a single top-selling product.
Secondary Targets: Balancing secondary sales (distributor to retailer billing) to prevent market dumping.
Pay: ₹15,000.00 - ₹22,000.00 per month
Education:
Experience:
Language:
- Tamil, English (Required)
License/Certification:
- Driving Licence (Preferred)
Location:
- Coimbatore, Tamil Nadu (Required)
Work Location: On the road
