Area Sales Manager - Coimbatore (GT)

Role & responsibilities

Purpose of Job

Drive the primary and secondary sales volume in Western Tamil Nadu for General Trade for Baby Care, Feminine Care and Wellness Care product categories.

Operational Role & Responsibilities

• Deliver primary and secondary sales target as per Annual Operating Plan in the assigned territory
• Timely Tracking & Monitoring performance of Channel partners and Sales team to identify deviation and plan accordingly for risk mitigation.
• Responsible for developing and expanding Sales & Profitability of the company in the assigned region.
• Add new accounts, retail partners for increasing numeric reach and weighted reach.
• Stock Management at depots & Distributors/Super Stockist/Sub-Stockist, Credit Control, Damage/Expiry Control for complete SKU and product range availability.
• Planning and implementation of sales promotional activities in the territory in collaboration with Marketing team.
• Identify and Weed out small and high impact issues faced by channel partners.
• Cultivate and maintain effective business relationships with executive decision makers in large accounts.
• Reviewing visibility of product range at retail counters.
• Analyse and control expenditures of assigned area to conform to budgetary requirements.
• Utilising retail & distribution platforms to improve efficiency and reduce distribution costs; monitoring the process flow in order to ensure the operational efficiency through dealers and distributors.

Strategic Role & Responsibilities:

• Business planning, forecasting and delivery of short term & long terms objectives (volume/ revenue/ growth/ systems & processes) at geography level and account level and product level.
• Guiding the team towards distributor appointment in line with desired business objectives and maintaining a robust and efficient Channel Partner network, through effective engagement and measures around healthy ROI management in line with defined business objectives/ processes.
• Driving sales team efficiency through regular and effective training, mentoring and coaching of sales team.
• Identification of brand building/ BTL activation opportunities and coordinating with relevant stakeholders (sales team/ marketing team/ external agencies) for timely and effective execution of these activities in line with business objectives/ priorities
• Close monitoring of the competitors activities and preparing observation reports in order to facilitate the Brand Team to compete with competition.

Preferred candidate profile

Education and Work Experience:

• Graduation in any stream and MBA/PGDBM in Sales & Marketing.
• Strong experience (7 - 12 years) within a large Indian or multinational organisation preferably within the FMCG industry in General Trade.
• Experience of working in territory is mandatory.

Knowledge & Skills

• Excellent verbal and written communication skills.
• Demonstrate strong leadership skills and lead by example.
• Strong talent management to mentor and coach large sales team on company payroll and third party payroll.
• Orientation towards achieving operational excellence in regular operational work for enhanced team productivity and delivery.
• Strong analytical skills to derive trends/projections/forecasts from reports for planning and risk mitigation.
• Strong financial acumen to evaluate business impact of various internal and external factors.
• Ability to collaborate with cross functional teams for better business patterning with Sales, GTM, Marketing, Finance, Supply Chain.
• Customer centric approach and strong relationship management for engagement of channel partners and customers.