Area Sales Manager - General Trade

Driving topline growth :

* Accurate planning of sales at a monthly level for his/her respective channel partners and sales team.

* Drive the achievement of primary and secondary sales target for the area.

* Plan and achieve specific revenue and volume based targets across focused categories, channel objectives as per the business plan.

* Leverage trade schemes, GTM initiatives to drive growth in the area.

* Plan and execute the new product launches in specific markets, channels to achieve the set targets as per the business plan.

* Identify and recommend infrastructure needs for driving business growth in geography.

Channel Partner Management :

* Ensure overall availability of distribution infrastructure for the area (distributors, 3P salesmen, Vans).

* Aligning channel partners for yearly and monthly business plans and conduct regular business reviews.

* Achieve coverage and distribution norms with focus on category, channels.

* Negotiate, influence distributors for achievement of targets, investments, settlement of claims, enable the availability of stocks etc. Manage distributor ROI.

* Adherence to SOPs, commercial and supply chain hygiene for the area.

* Execute growth, customer development and customer marketing plans, market expansion plans by partnering with CD, CM team.

Excellence in Execution :

* Implement sales processes, SOPs with strong focus on adherence and quality.

* Monitor competition activities to drive necessary changes and improvements in sales and distribution planning.

* Drive the overall RE management through effective implementation of visibility, merchandising and loyalty programs across channels.

* Drive adherence in teams towards market working norms.

* Drive utilization of MIS systems, SFA system across the distributor and field force teams.

* Establish ongoing review mechanisms with team and channel partners. Resolve operational issues for both team and channel partners.

Managing & Leading Teams :

* Hire, induct, coach and guide teams towards achievement of sales & distribution objectives.

* Set performance targets, monitor performance, suggest and support improvement on a continuous basis.

* Communication of methods, policies and ways of working to the team members to drive compliance to SOPs.

* Build motivation, enthusiasm in the field teams.