Area Sales Manager - Adhesives - Hyderabad

Inventory Management & Receivables Control Role Purpose

• Responsible for sales achievement & volumes for regular & volume building products in assigned areas.
• Responsible for capturing market insights and major initiative execution in the assigned geography
• Key Account Management
• Identifying & exploring potential market development opportunities in consultation of Field Marketing Team
• People & Processes Management
• Driving Business Initiatives in the assigned areas
• Distribution Expansion
• Dealer Management
• Manage and accelerate Team Performance and motivate to achieve desired targets.

Sales Management

• Achieving assigned sales objectives & targets in terms of; - Overall primary & secondary sales Value - Product & Area Wise Sales - New/Focused Products Sales
• Devising and executing strategies (not restricted to schemes) to counter competition aggressively
• Ensuring distributors management as per distributors management policy
• Ensuring 100% schemes execution in consultation with zonal managers & sales operations Team
• Analyze Secondary Sales Data and work towards achieving higher share of secondary sales.

Key Account Management

• Manage Key Accounts by capturing leads in the CRM basis inputs received in the market and convert them into opportunities.
• Adopting potential key outlets as per laid down norms and assigned targets
• Preparing & adhering self DRCP compliance of key outlets
• Increasing the companys counter share of identified key outlets
• Ensuring the visibility/availability of the companys brands/products on key outlets in consultation of marketing team

Market development

• Working closely with field marketing team (BDM/ABDM) for achieving field marketing targets for users/influencers activation of key accounts
• Building relationship and drive direct engagement with large contractors & architects
• Devising strategy and ensure execution to be visible to End users for creating direct touch and product assurance by TSM or Sales Officers.

People & Process Management

• Min. 18 days full day working per allocated TSM from grooming and coaching the team perspective.
• Ensuring resource gap filling through recommending the hiring of quality sales officers in the territory
• Ensure to provide job role competency & technical requirement to recruitment team for filling gap in Sales TSM/Officers Team
• Building a team-ship and Promote the culture of performance, work compliance, cohesiveness and synergy within the team as to achieve the desired business objectives as a team
• Ensuring proper & effective induction of new hires in the area as per the laid down norms
• Ensuring work & process compliance of team as per the laid down norms
• Full ownership and championing of all systems, processes, policies and business ensuring adherence
• Supervising and ensuring training (product, systems and sales training) of sales officers
• Monitoring the performance of sales officers and enabling them to achieve expected performance standards through timely performance feedback and counselling

Other Business Initiatives

• Ensuring 100% execution of new product launches and providing post launch feedback to category/product managers
• Driving execution of regional business initiatives in the field
• Collecting, capturing & conveying feedback to HO team on all the aspects of the business including product quality, pricing, packaging, new product ideas, competition activities, schemes across channel, users, influences & field employees

Inventory Management & Receivables Control

• Ensuring 100% inventory management & receivables management
• Responsible for process digitization i.e. DMS, Order management and Vishwas App for retailers
• Proactively monitor financially stressed customers and dealers and take corrective action.
• Control the receivables (from dealers and customers) and balance confirmations in line with our organization credit norms.

Influencer Training & Feedback Mechanism

• Understand the Influencer concern related to products and impart technical inputs and facilitate conversion of opportunities. Basis the feedback from influencers conduct trials at customers site to de-bottle the issues.
• Ensure to submit accurate and real time feedback on the new launched products to Product Specialist or Technical Service Manager for further improvements and market inclination.

Team Management

• Discuss Organization performance need with all Sales Officers on regular intervals.
• Listen to Team Field Issues and guide based on technical and market experience.
• Uplift moral of all team members and counsel for better performance and sales matrix achievement; appreciate team for short wins.
• Create healthy sportsmanship competition among team to drive desired performance.