1. Trade Execution (The "Push") • Stockist Management: Maintain optimal inventory levels with distributors/stockists to ensure zero stock-outs. • Primary Sales: Achieve monthly and quarterly primary sales targets by ensuring stockists place regular orders. • Commercial Compliance: Ensure timely payment collection and reconciliation from the trade channel. 2. Demand Generation (The "Pull") • Retail Coverage: Visit a defined number of chemist outlets daily to ensure the company's "Must-Have" SKUs are stocked and visible. • Order Booking: Generate secondary sales by booking orders directly from retailers and passing them to mapped stockists. • Scheme Communication: Effectively communicate and implement trade schemes, discounts, and loyalty programs to chemists to increase "share of shelf." 3. Market Intelligence & Visibility • Merchandising: Improve brand visibility at the Point of Sale (POS) through the placement of marketing collateral. • Competitor Tracking: Monitor and report on competitor pricing, schemes, and new product launches within the territory. • Relationship Building: Develop strong, long-term professional rapport with key chemists and stockist staff.
