बाबासाहेब भीमराव अ बेडकर िव विव +|k लय
(के द्रीय िव विव + |k लय )
िव + |k िवहार, रायबरेली रोड, लखनऊ- 226025
BABASAHEB BHIMRAO AMBEDKAR UNIVERSITY
(A Central University)
Vidya Vihar, Rae Bareli Road, Lucknow‐226025
PH: 0522‐2440822, Fax‐2441818, E‐mail‐ [email protected]
Date: 14 October 2022 PLACEMENT NOTICE
This is to inform to all the students of MBA- Marketing (pass-out in 2022, 2021, and 2020) from the Department of Rural Management, Godfrey Phillips India Limited is hiring
“Assistance Manager- Sales (Trainee)” for PAN India locations and DRM is organizing placement drive for the same. Few details of the post are given below:
Company : Godfrey Phillips India Limited Designation : Assistance Manager- Sales (Trainee)
Eligible Students : MBA - Marketing (pass-out in 2022, 2021, and 2020) About the Company
Godfrey Phillips India is one of the largest FMCG companies in the country with many iconic cigarette brands like Four Square, Red & White, and Cavanders to its name. They also have an exclusive sourcing and supply agreement with Philip Morris International to manufacture and distribute the renowned Marlboro brand in India.
Package offered : CTC-3.39 Lacs / annum while in training and will be 4.3 Lacs/ annum on confirmation.
Selection Process: Shortlisting of students followed by Personal interaction
Note: All the interested students are instructed to fill the below mentioned link before 19
thof October 2022 at 10.00 am and wait for an update from undersigned.
https://forms.gle/DzpQBFUxkpc8V7Ug7
Dr. Lata Bajpai Singh
Training & Placement Coordinator - DRM Copy to:
1. PS to Hon’ble VC for Kind Information 2. Head of the Department & Dean - SMC 3. Placement Coordinator- UPC
4. Notice Board.
JOB DESCRIPTION
1. JOB PURPOSE
Plan and drive the secondary sales for all product categories of GPI / IPM through given channel/s across AM zone by effectively leading secondary sales team.
2. ORGANIZATIONAL CHART
3. PRINCIPAL ACCOUNTABILITIES
ACCOUNTABILITY MAJOR ACTIVITIES
1. Sales and Target achievement Responsible for execution of sales plan in the zone to meet the secondary sales target for all product categories
• Analyze the annual secondary sales target received from branch and plan its achievement by SKU & allocation among the WD / Routes, Team leaders & Sales executives by volume and by value.
• Monitor the Daily I weekly performance, route plans, stock levels of the sales executives through the MIS system reports
• Set and review the input and output metrics for the sales executives to ensure target delivery
• Plan improvisations in the beat plan based on reactive inputs from the market and ensure approval from ASM
• Ensure that the salesmen and the team leaders follow the stock carrying, availability and freshness norms.
• Ensure implementation and conduct On the job trainings besides classroom training of best practices to sales executives / team leaders as recommended by RSDM for better sales execution
• Gather Market Information & business Intelligence. Promptly share it with the seniors and use the information appropriately for better business performance.
• Key Accounts/ Dealer management
• Compliance to COTPA and management of regulatory environment in consultation with ASM and Sales Manager.
• Ensure that the targeted GMC & NMC numbers are met.
2. WD(Distributor) management Manage WD & its infrastructure using WD performance mgt. system
• Monitor & control sales expenses and ensure they fall within the stipulated sales budget for the zone
• Monitor Stocks physically & ensure required DASH level across SKUs.
Immediately escalate to ASMs in case of low inventory.
• Ensure timely communication to WDs regarding inputs including trade and consumer schemes.
• Ensure that the W/D is aware and following the norms as per the WD performance Management system.
3. Data Analysis & Reporting Collate S & D data, analyse it for trends & issues and use it appropriately
• Ensure Desired Data Accuracy Levels, timely completion of surveys and smooth operation of SFA / ADES.
• Effectively use of SFA/ADES data to monitor and improve performance across SKUs.
• Provide feedback to ASMs/SM's to assist them in sales forecasting for the region
• Assess market brand AVF through reports received from sales executives
• All reports like the town reports to be sent to all concerned as per norms.
4. Visibility Management Responsible for visibility management in the AM zone
• Visibility Norms/ inputs for Non-permanent / unpaid visibility) merchandising
• Responsible for merchandising rental payments
• Selection and negotiation of visibility outlets.
5. New Product Launches
To ensure New Products/Categories get launched in AM zone smoothly
• Timely census, if required
• Planning and resource allocation for Launch
• Communication & training specific to Launch
• Quality execution of activities as planned.
• Timely reporting of progress and exceptional reporting 6. Supply Chain Management
Facilitate co-ordination between customers / WDs and dispatch offices for smooth transaction and engage with marketing team to ensure temporary visibility in the regions for GPI products
•
Follows the prescribed despatch system & engage with ASM to plan dispatches and forecast demands to ensure adequate stock cover across categories•
Analysis of data and co-ordinate with secondary sales team to accurately forecast the weekly demand7. Sales executives Recruitment;
Training & Coaching of Sales executives & Team Leaders Manage and lead the Salesmen &
Team Leader's to enable team to deliver and implement project deliverables successfully
• Review and monitor volume targets and KPI metrics for individual sales executives along with respective Tl's
• Ensure timely recruitment of SE, Relievers & Tl's to avoid respective man day losses.
• Develop an encouraging and rewarding working environment to maintain high morale amongst the secondary sales team
•
Provide on the job training and feedback to all Team leaders (at least once a month) & Sales executives (at least once a quarter) to develop their sales capabilities, with the focus on developing the weaker team members.•
Help Tls and Sales executives in understanding & utilizing the KPl's for Market Development.•
Conduct Route Checks in the market as per norms with Tl's &Salesmen to understand and resolve market issues besides helping team members to improve Input & Output deliverables.
4. KEY INTERFACES, SKILLS & KNOWLEDGE
Internal External
• Sales & Distribution Team
• Sales Analyst
• Branch Accounts
• Dispatch offices
• Branch IT
• WDs
• Promoters / Promotional Agencies
• Competitors' Sales team
• Retailers, Dealers and wholesalers
• External trainers
• Local Statutory Bodies EDUCATIONAL QUALIFICATIONS : MBA - Mkt./Sales
PERSONAL CHARACTERISTICS & BEHAVIOURAL COMPETENCIES:
Effective communication analytical thinking, negotiation and team management skills
