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Ø  Creates objective targets by TSI, by distributor, by beat for sales, focus brands, outlet addition etc. and shares clear plan with team
Ø  Identifies areas of improvement, gaps and opportunities basis market understanding, geographical knowledge, competition understanding etc.

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Ø  How do you set your monthly target/KPI and what systems and processes do you follow to track the progress?

Share an example of a gap or opportunity you identified in your territory basis your market/ competition understanding, what did you do for the same?

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Ø  Monitors all EDGE parameters on regular basis- LPC, ECO, Productivity and takes corrective actions

Ø  Focuses on top initiatives like Visicooler, Elite, SAS stores, program outlets, product innovation and drives team to deliver on key milestones on these

Ø  Develops and drives a cadence for review with team and prepares team for review parameters

Plans and organizes own work diligently, takes action promptly without need for follow-up

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Ø  What are the metrics you track for your territory and team performance? Do they change during good spells/ poor spells?

Ø  Describe a situation where you brought about an improvement in one of your key Sales parameters

Describe a situation where your territory was struggling on any important Sales measure, what did you do?

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Ø  Does daily task breakup and discussion with TSIs with specific targets and deliverables in a consistent and robust mannerØ  Motivates the team by focusing on benchmark performanceØ  Actively monitors the performance of team members and their incentive earnings and takes necessary steps to improve the sameØ  Celebrates milestones with team membersØ  Works with low performing TSI to identify performance gaps and coaches the team members in-field to improve performanceØ  Maintains healthy attrition level in team and ensures stability in team

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Ø  Who are the top performers in your team and on what basis are they your top performers? How do you manage your top performers?

Ø  Who are the poor performers in your team and on what basis are they poor performers?

Describe a situation where you had to coach a poor performer in your team to improve their performance and their earnings

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Ø  Tracks and ensures availability of stocks to distributors

Ø  Develops a good working relationship with distributors and ensures involvement of distributors in Hershey business

Ø  Ensures that distributors' infrastructure supports Hershey business

Tracks ROI of distributors

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Ø  Describe a situation where you had to influence the distributor to improve their infrastructure/ involvement in Hershey business, how did you go about it?

Describe a challenging situation you had face with stock availability or damages for a distributor, what did you do?

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Ø  Drives 100% DMS usage and uses data from DMS only- for stock-flow and secondary

Ø  Submits claims on time and clears and approves on time after relevant checks

Clears damages in a timely manner

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Share any challenge or issue you have faced with system hygiene like claims processing, DMS usage etc. What did you do?

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what was the result of your actions?

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Have you faced any challenges to close the gaps? How you handle these challenges?

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Describe a situation where you had to coach a poor performer in your team to improve their performance and their earnings

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Describe a challenging situation you had faced with stock availability or damages for a distributor, what did you do?

-What are the stock norms that you maintain at the Dist. point?
-How did you manage damage below 1%?
-How do you ensure slow-moving SKUs stock as per company norms?
-What are the processes you follow to control damage and expiry?

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list the challenges which you faced from your competition?

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What was your plan to stay ahead of competitions during executions?

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Share any challenge or issue you have faced with system hygiene like claims processing, DMS usage etc. What did you do?

-What is your monthly claim submission date?
-How do you ensure DMS usage ?

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2. Questions :

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Tell me about a time your team faced high turnover?What were the finding & action taken by you ? what were the challenges you faced while solving the issue & how did you overcome those challenges ?