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Jobs In Coca-Cola – Distributor Advisor

Job description: Ensuring that distributors’ working standards are as per guidelines provided in the ‘Model Distribution’ criteria and all the distributors are either maintaining those standards or are working towards that in all critical areas, e.g., warehousing infrastructure, inventory management, route information etc.

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  • Maintain an Updated Profile of the distributors, their sales force (DSF),  details of the infrastructure and other critical business areas.
  • Follow-up on the queries/ complaints received on the Contact Center pertaining to the assigned distributors
  • Maintaining an agreed SKU wise Finished Goods Inventory level at the distributor warehouse and providing the weekly Primary Sales Forecast
  • Helping distributors in managing their Primary Loads, coordinating the process from generation of ‘distributor order form’ till dispatch of load from the plant/ warehouse
  • Management and facilitation of the rejects (breakage/ leak/ burst) with plant/ warehouse
  • Preparation of distributor ‘Annual Business Plan’ in consultation with distributor and Sales Manager. Following up on the agreed initiatives in the plan on regular basis including the infrastructure and market investments
  • Prepare P&L statement/ ROI analysis and guide them on improvement prospects
  • Monitoring and sharing of top KBI’s (strike rate, load-in, drop size, vehicle utilization) and suggesting ways for improvements
  • Supporting the sales team in managing hybrid route operations where available
  • Helping distributors in recruiting their sales teams and help them in improving the skill set of DSF. Providing support to distributor in devising compensation plan and also maintaining the proper image in market (uniforms etc.)
  • Facilitate the cooler document process both for new injections and shifting cases. Ensuring outlet wise BASIS and ISIS cooler reconciliation
  • Management of distributor consignments (glass/ shell/ AR) as per agreed terms and conditions with the company
  • Ensuring that ISIS operations are managed as per the standards. Improvements in time lag, ISIS module utilization and quality of the data should be ensured. Random back checking in market for accurate invoices
  • Providing regular input/ reports to Sales Managers from the ISIS system and also furnishing the requested information in timely manner
  • Work closely with Sales Training function in arranging the required training sessions and also holding follow-up sessions/ OJT with DSF where required

Desired Skills and Experience

Education:

  • MBA Marketing

Experience:

  • 4- 5 years of experience in beverages or FMCG

Preferred:

  • Core Sales & Distribution experience in a fast moving consumer goods company (returnable bottling beverage business experience preferred)

Knowledge-Skills:

  • Strong communication
  • Negotiation
  • Interpersonal
  • Human management skill
  • Distributor management and Development.
  • Sales techniques
  • Trade mathematics
  • MS Office & Windows Environment

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