Area Sales Manager - OT

ASM is the first managerial role that is responsible for handling distributors ranging in scale and handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sales capability of their distributor.

ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also work with the marketing team, sales development team, revenue management and supply chain team to have the correct go-to-market model, execute branding agendas, and ensure stock availability.

Responsibilities:

• Strategy and AOP
• AOP target planning and tracking for CEs that are consistent with Unit plan
• Execute necessary plans to consistently grow shares in each category as per plan in the Modern Trade, SAMT channels
• Ensure transparent communication to the field team including partners
• Manage discounts and distributor margins
• Set up and retire DB channels and guide on standard operating procedures
• Improve market share by increasing net distribution and weighted distribution
• Activate brands - pack-wise and channel-wise activities to improve market share
• Ensure asset productivity and drive corporate/regional marketing agenda
• Develop team capabilities to address channel partner stability related issues
• Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
• Possess strong competition intelligence through constant monitoring of all competition
• Assess performance capability and provide development feedback to team
• Recognize CEs on internal/external platforms
• Partner with Sales HR and drive core people processes across the team
• Own the frontline functional skill development and Development Action Plan

Qualifications:

• Any undergraduate degree
• Post Graduation (Tier 1/2 college preferred)
• Preferably MBA with prior MT experience of 1 or 2 years

Competencies:

• FMCG sales overview, especially for Modern Trade channel
• Distribution business
• Computer proficiency - Excel, Word, PPT, Outlook
• Local language and English
• ROI understanding
• Negotiation
• Communication
• People management
• Time management
• Critical thinking
• Analytical ability
• Problem solving