Role Overview:
This individual will support the sales team (General Trade) by managing backend operations- assisting sales head by coordinating with the sales team to enable smooth execution of trade promotions, distributor activities and sales team operation across all channels.
Key Responsibilities:
Sales Support Operations
- Handle day-to-day administrative support for the field sales team.
- Maintain updated records of distributor agreements, sales targets, pricing structures, and trade schemes and communicate to the sales team.
- Cross check to verify the sales team maintains required criteria in onboarding new distributors and sales officers.
- Act as the center of information for sales team- collecting PJP, sales team movements and understand justification for all changes of plan.
- Maintain regular communication with TOs & SOs to understand bottlenecks, solve issues and maintain performance
- Coordinate communication between sales, finance, HR and supply chain for smooth operation
- Conduct thorough exit interviews for SOs and DBs
- Conduct onboarding training for all SOs - sales force automation usage, outlet categorization, sales basics, work process of the company etc.
- Ensure sales force automation is being properly used by the sales team, and address any bottlenecks and issues promptly.
Trade Marketing Support:
- Assist in the preparation, communication, implementation and tracking of trade offers and promotional campaigns.
- Verify and process trade claims submitted by trade partners.
- Ensure full support for the sales team for trade marketing execution in coordination with the trade marketing team.
- Conduct market audits to ensure proper compliance management on field.
Data/Information Compilation from Sales Team & Reporting
- Collate daily/weekly/monthly data (where required) from the field and update internal dashboards.
- Coordinate with the MIS team to ensure real time reports are accessed by the sales team
- Track and monitor sales team activities to identify compliance gaps and report to sales management
Distributor Coordination & Damage Management
- Facilitate distributor onboarding, system setup, and documentation.
- Ensure compliance with company policies on distributor operations.
- Monitor stock movement and order status for timely dispatch and replenishment.
- Ensure stock management (optimum stock levels, stacking norms, storage conditions, rotation) are maintained at distributor houses.
- Conduct monthly distributor visits as per check list.
- Own the damage management process - tracking of damage, damage audit at distributor houses, document preparation and coordination with accounts to ensure timely settlements.
Documentation & Compliance
- Ensure accurate and timely documentation for claims, returns, secondary sales, credit notes, etc.
- Assist in internal and external audits related to sales operations.
Key Skills and Competencies:Strong administrative and coordination skills. Basic understanding of FMCG sales processes and trade channels. Proficiency in Microsoft Excel (data entry, pivot tables, basic formulas). Good communication and follow-up ability.Knowledge of Sales Force Automation Detail-oriented and organized.Professional Requirements1–5 years of relevant experience in Sales Operations, Sales Administration, MIS, Trade Marketing, or Commercial Support, in the FMCG industry.Proficiency in Microsoft Excel (Pivot Tables, Lookup functions, formulas, and reporting).Working knowledge of Sales Force Automation (SFA) systems and ERP platforms will be an advantage.Strong analytical, coordination, communication, and problem-solving skills with high attention to detail.
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