Sales Officer
Job Description
Role: Sales Officer
Job Location: Mumbai, Pune, Nagpur, Mangalore, Hubli, Ahmedabad, Surat, Jaipur, Madhya Pradesh
Reporting To: Area Sales Manager (ASM)
Department: Sales & Distribution
Industry: Beauty & Personal Care (BPC) / FMCG / Retail
Role Purpose: The Sales Officer will be responsible for driving primary and secondary sales, distribution expansion, retailer management, and market execution within the assigned territory. The role requires strong field execution, distributor coordination, and channel development across General Trade, Pharmacy, and Modern Trade outlets while supporting the ASM in achieving business objectives.
Key Responsibilities:
1. Sales & Business Delivery
- Achieve monthly, quarterly, and annual sales targets assigned by the ASM
- Drive primary and secondary sales growth in the territory
- Ensure achievement of product-wise and channel-wise targets
- Execute sales strategies and market plans effectively
2. Distribution & Market Expansion
- Expand numeric and weighted distribution across assigned markets
- Increase outlet coverage and market penetration
- Appoint and activate new outlets within the territory
- Strengthen availability across:
- BPC Outlets
- Pharmacy Stores
- Supermarkets & Mini Modern Trade
- General Trade Stores
3. Retail Execution & Merchandising
- Ensure visibility, shelf placement, and merchandising standards in outlets
- Execute promotions, trade schemes, and branding activities effectively
- Ensure availability of POSM materials in the market
- Monitor stock availability and prevent stock-outs
4. Distributor & Channel Management
- Work closely with distributors to drive market servicing and order generation
- Monitor distributor stock levels and secondary movement
- Ensure timely deliveries and retailer servicing
- Support collections and maintain healthy receivables
5. Team Handling & ISR Management
- Supervise and guide ISR (Inside Sales Representative) / field support staff
- Ensure beat adherence and productivity of the team
- Train and motivate ISRs for effective market execution
- Coordinate with ASM on manpower planning and field execution
6. Market Intelligence & Reporting
- Track competitor activities, pricing, schemes, and market trends
- Share actionable market insights with ASM
- Maintain daily reporting, beat plans, and sales MIS
- Ensure accurate reporting and data discipline
7. Relationship Management
- Build strong relationships with retailers, distributors, and channel partners
- Ensure high service standards and quick issue resolution
- Represent the brand professionally in the market
Key Performance Indicators (KPIs):
- Sales Target Achievement (%)
- Secondary Sales Growth
- Outlet Coverage & Productivity
- Distribution Expansion
- Merchandising & Visibility Compliance
- New Outlet Addition
- Collection Efficiency & Outstanding Control
- ISR Productivity & Beat Efficiency
Desired Candidate Profile:
- Strong experience in FMCG / Beauty & Personal Care / OTC / Retail Sales
- Good distributor and retailer management capability
- Strong leadership and field execution skills
- Ability to handle market expansion and sales operations independently
- Good communication, negotiation, and reporting skills
- Result-oriented with strong ownership mindset
Qualification & Experience:
- Graduate in any discipline preferred
- 6 years and above experience in FMCG / BPC / Retail Sales
- Prior experience in handling distributors and field teams preferred
