Job Description
CARE FOR SKIN - CARE FOR PEOPLE :
- Beiersdorf AG is a global company with more than 150 affiliates worldwide. Our two separate business segments are responsible for operations in their respective areas Consumer Segment and Tesa. For over 130 years, Beiersdorf have dedicated itself to meeting it's consumers- individual needs and are considered to be the inventors of modern skin care. It's research and development expertise, innovative products, and strong brands are the reasons for the success
- Care for consumers and our people is what has driven us. Every day, our global brand icons, such as NIVEA, NIVEA Cr- me, NIVEA MEN, make more than 500 million consumers in over 200 countries feel good in their skin.
- Join this world of care and start your career in an environment that offers you the opportunity to work with leading experts and the highest scientific research technologies. Shape your professional future from day one and explore our collaborative culture with courageous, innovative teams that all share one exciting goal: inventing skin care products of the next generation.
Overall Obligation:
The Business Development Executive is responsible for the sales performance and the profitability of the Traditional Trade / General trade Channel (as defined by Nivea India) for the assigned Territory within a region (defined by Nivea as North, East, West, South and Central). He/she assist the Area Sales Manager (ASM) in delivering the overall regional sales objectives, supervises, fine-tunes and monitors the execution and takes pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies' policies and strategies.
He/she heads and coaches the distributor Sales Team in the territory. It is his/her obligation to form an efficient and effective team that is perfectly cooperating with all internal and external partners.
Successful performance requires
Strong communication and negotiation skills
Sound forward thinking and planning skills
Analytical skills to handle complex situations
Taking the full responsibility for decisions and repercussions
Clear commitment and vision to steer the distribution team
Location: Madurai OR Salem
Detailed Responsibilities (non-conclusive):
Business Objectives
1. To achieve volume and value objectives of the assigned territory within budget, time and policy parameters through efficient control of the network under charge
2. Executing the agreed strategic alliances with key outlets
Timely implementation and follow-ups for monthly activity/ promotions specific to outlet and chain
Liaison with Merchandising team for branding activities at stores
3. Operating all Schemes & Promotional Activities (Marketing & Sales) as per prior approvals and discussed during the monthly review meetings
4. Responsible for Controlling Dominant shelf space in the Key Accounts
5. Managing health of distributor channel on a monthly basis
6. Assisting the Area Sales Manager at Sales forecasting Brand and SKU wise while looking at the Market Potential
7. Training & Development of distributor sales team, providing timely feedback in the market & through monthly review and meetings
Financial Responsibilities
1. Documentation of outlet expenses (damages, trade schemes, promotional expenses, visibility expenses) on a monthly basis for audit purposes
2. Settling distributor and outlet claims (within stipulated timeframe)
3. Submitting NOCs (No Objection Certificate)
from distributors on a quarterly basis
from Traditional Trade stores on an annual basis
4. Efficiency tracking of all the investments and promotions in all the outlets
Distributor Responsibilities
1. Ensure all planned distributors in the zone are appointed in time and are operational through proper coordination
2. Evaluate the performance of the distributors
3. Responsible for destroying damaged/ expired goods in physical presence at distributor premises with prior approval
Managing health of distributor channel on a monthly basis:
Speed of claim settlement
Monitoring damages as a percentage of sales
Maintaining sales and stock register
Generating primary orders to maintain adequate stock levels at any given point
Generating weekly indent to maintain healthy sales skew for the month
Maintaining distributor MIS according to company norms
4. Ensure optimal distribution cost by reviewing Routing & Scheduling on a quarterly basis
5. Monitoring inventory control, thereby ensuring ready availability of the stock as per the market demand and implement effective logistic strategies
6. Appointment of DSR, Salesforce by identifying gap and for optimizing width & Depth of Distribution
Outlet Responsibilities
1. Ensure gold standard merchandising (display / visibility) by executing set planogram
2. Maintain a database of all Traditional Trade outlets (administrative, commercial, business details)
3. Plan a regular (monthly) journey plan for regional Traditional Trade personnel with ASM
4. Maintain company assets in Traditional Trade outlets
5. Ensuring timely Implementation of Visibility, Promotional Schemes, and Display of POP material, Banner, Billboard Etc.
6. Plan and implement promotional campaigns suiting the customer segments in the local market responsible for utilization of promotional budgets for the territory
Competition Tracking Responsibilities
1. Reviewing and interpreting the competition after in-depth analysis of market information to fine-tune the marketing strategies
2. Ensure proper and immediate feedback for appropriate and timely action
Reporting Responsibilities
1. Meet all reporting schedules to ensure accuracy of information
2. Monitor results on weekly / monthly basis to determine deviations from plans and take necessary corrective actions
3. Administrative reporting to the Area Sales Manager of area concerned
4. Keep track of Secondary Sales, and regularly conduct reviews with extended sales team
5. Responsible for MIS reporting with online IT enabled system
Required Qualification:
Education: Graduate in any principle
Degree / Diploma in Business Management or related subject preferred
5+ years of experience in Sales
Minimum 2 years responsibility for handling Traditional Trade in India
PC Know-how: Good Microsoft-Office skills
Languages: Basic command of spoken and written English
Secrecy:
The incumbent is strictly obliged to keep company-information as a secret, especially after termination of the labor-relation.
Organisation:
The Business Development Executive reports to the Area Sales Manager.
Main Contacts:
Internal:
All staff of NIVEA India
External:
Distributors and retail clients
This job description is a general guideline for the scope of the position. It can neither cover the total, detailed scope of the job, nor does is it meant to stay unmodified and static for a longer period of time, since the business environment is constantly developing. In this respect the job description is a dynamic framework that cannot be claimed to be conclusive by neither the employee, nor by the employer.