Area Sales Manager

Role & responsibilities

Job description:

I. Area Sales Strategies in line with the Groups overall strategy

II. Execution of the Annual Sales Plans for the State/s with a focus on each of the following:

• Market Share
• Customers
• Channels
• Product Categories
• People Development

III. Business Key Result Areas:

• Consistent (Primary & Secondary) target achievement for the said brands, categories
• Ensuring Brand Coverage/ Presence
• Increasing the Market Share
• Channel Development
• People Development

IV. Operations:

• Sales Management
• Accurate Annual Sales Forecast, Budgeting & Achievement as per plan
• Sales Plan Preparation, Goal Setting & Target Management Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)
• Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team
• Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc
• Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the the Trade Marketing Team & the Sales Head
• Achieving the Product Mix Targets
• Sales Team Building, Development, Motivation & Management
• Sales Reviews & Performance/ Productivity Management
• Process Compliance
• Driving Automation (SFA) Bizom usage in the team
• Customer Relationship Management
• Returns Management
• Business Intelligence & Analytics (External & Internal)
• External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc
• Policies & SOPs Implementation:
• Sales Process Implementation
• Distribution Policies & Channel/ Partner SLAs
• Customer Credit Policies
• Returns Management
• All other policies implemented from time to time
• Liaison:
• Commercial Team/ SCM Team etc

Preferred candidate profile

• Overall traditional trade sales experience of around 5 to 10 years
• Should have independently handled area sales operations for at least one division/ Brand in the FMCG industry for at least 3 to 4 yrs
• Should have a proven channel development & sales growth track record in his/her previous organizations
• Should have worked in multiple territories as a part of his/ her sales role i.e. Should have a complete insight of the said Area –sales trends, culture, distribution etc
• Strong understanding of Trade Marketing Strategies
• Strong Financial & Business Acumen
• Data Oriented Decision Making
• Experience with handling sales related process automation tools would be an added advantage