[ A HANDBOOK ON FMCG SALES ] 2.2. Job Description and Personal Profile – SR/TSI/SO The SR/TSI/SO is the first line in the Sales Force. These are the people who sell to retailers and hence are the first level of contact between the Retailers and the company. However, in certain companies, the SO is a senior level between the TSI/SR and the ASM. Personal Profile Table.2.2.A 1 Around 20 to 30 years of age 2 Minimum 2 years’ experience with Food FMCG Companies 3 Graduates with diploma in Sales & Marketing 4 Minimum 6 months experience in the proposed geography 5 Thorough knowledge about the market under consideration 6 Fluent in local language 7 Sound Arithmetic Skills 8 Basic Computer Skills 9 Excellent rapport with trade 10 Energetic and enthusiastic 11 Job Description Table.2.2.B S.no Functional area Tasks 1 Market Work Cover 40 shops on a daily basis, as per PJP and beat plan Placing all the SKU in the right quantity in the retail stores Ensure visibility of the products at the stores Ensure FIFO/FMFO at the stores Launching & placing new products as per the company guidelines Maintain relationship with retailers Solving queries of the retailer regarding schemes, returns/expiry etc. 2 Distributor Management Ensure a good relationship with a distributor Managing distributor's inventory and product ageing Help provide healthy ROI to distributors To influence the distributor to provide credit & services in the market 10 Distributor Salesman of A grade companies or Sales Representatives of Mid-Sized Companies to be targeted
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