About the role
This role is responsible to drive Primary and Secondary in Food Service (HoReCa) Channel in the assigned territory.
Responsibilities- Responsible to drive Primary Sales in RDS and Secondary Sales in Markets assigned.
- Understand and ensure profitable / sustained growth of business and strong orientation to commercial terms, profitability calculations etc.
- Responsible for ensuring adequate stock levels at RDS point as per Company guidelines.
- Identify potential Foodservice towns and appoint RDS in those towns where Zydus does not have presence fostering new business development.
- Manage the Distribution of Zydus Wellness products supported by a team of RDS / PSM / ADI who cater to the customers in these markets.
- Meet and build strong connect with Institutional customers such as Star Hotels, Restaurants, Bakery, Café’s etc on a daily basis for sales of Zydus products.
- Build relationship and interact with F&B Managers, Purchase Managers and Chefs of various Food Service Channels.
- Identify requirements of Food Service accounts, acquire by conducting demonstration/ sampling of Zydus products and ensure regular supplies through RDS.
- Identify opportunities in alternative Institutional channels for Zydus products, eg. Schools, Corporate Canteens etc.
- Coordinate with RDS & Branch team for commercials such as Collections, Claims etc.
- Appraise the organisation on regular intervals about the Competitor activities such as New Products / Packs, Schemes etc.
- Gather data on Competitor pricing, Sales, Customer base etc and analyse sales data and past trends on a continuous basis.
- Manage and Develop, RDS, Pilot Sales Man, Account Development In-charge creating a high performing team.
- Address and hand-hold Third Party resource query resolutions.
- Sales Targets Achievement: Meeting or exceeding sales goals set for the segment, often measured in revenue, volume of orders, or number of new accounts.
- Client Acquisition and Retention: Identifying and acquiring new clients while maintaining and strengthening relationships with existing clients in the industry.
- Market Penetration and Expansion: Expanding the company’s presence in the sector by targeting new geographic areas, market segments, or product lines.
- Customer Relationship Management: Building and nurturing strong relationships with key decision-makers and influencers in the sector to drive repeat business and customer loyalty.
- Product Knowledge and Promotion: Demonstrating a deep understanding of the company’s products and services, and effectively promoting these to meet the specific needs of the market.
- Order Management and Coordination: Ensuring accurate order processing, timely delivery, and coordination with the logistics and supply chain teams to meet customer expectations.
- Graduate / MBA Preferred
- Minimum 2 to 3 years of experience in handling Institutional sales preferably in FMCG with good communication skills in English and regional language.
- Good Knowledge and understanding of Institutional Sales
- Sound Knowledge of Sales Fundamentals
- Having hands on experience in Sales Force Automation (SFA)
- RDS Management including ROI
- Result Oriented
- Analytical Ability
- Takes Initiative
- Negotiation & Problem Solving
- Good written & oral communication