Job Description
Position Summary:
Area Sales Manager is responsible for the Sales performance of the assigned Area/State/Channel.
He/She will deliver the overall Area sales objectives by
1. Implementing Monthly/Quarterly Operating Plans
2. Building robust Distributor(CP/Distributor) infrastructure
3. Driving Quantity/ Quality of Coverage and POP Execution
4. Managing Customer
5. Developing Team
Qualification:
Graduate or PG specializing in Marketing and Sales from a reputed institute
Work Experience & Key Competencies:
Candidate should have experience of at least 4-5 years as Area Sales Head / Area Sales Manager in FMCG Company.
1. Excellent communication
2. Objective analytical
3. Plan creation
4. Leadership
5. Customer Management
6. Market Orientation
7. Passion for Delivery
Specific Accountabilities/Deliverables:
1. Sales planning and Execution:
- Firm up sales plans for the month/quarter/annum with RSM/Head of Sales
- Ensuring right forecasting, volume/Value build up for the monthly numbers and clarity on Trade/marketing inputs
- Communicating and aligning the plans with the Sales Team
- Tracking and Monitoring of Sales plans on Daily/weekly basis
- Monitoring Promo effectiveness on the SKU/brand (both Consumer/Trade Promo)
- Identifying issues and the opportunities at Brand/Category level looking at internal and external trends.
2.Building Distributor Infrastructure:
- Closely monitoring Distributor infrastructure and its effectiveness
- Proactively building infrastructure blue print in line with sales growths and coverage objectives.
- Identifying gaps in terms of investment, infrastructure and work out corrective actions.
- Aligning large Distributors with JBP (Joint Business Plan) on all important business objectives for the City/Channel.
3. Driving Quantity, Quality of Coverage and POP Execution:
- Continuous focus on increasing availability of our Products
- Increasing Direct Coverage with right bench marks
- Increasing Numerical Distribution by leveraging Channels
- Driving sales efficiency metrics- ECO, TLS, Bills cut, LPB etc
- Understanding the new emerging trends in FMCG distributive Trade.
- Implementing Channel programmes and Visibility drives
- Monitoring all key brand Activities of the month/quarter at the POP
- DSR effectiveness in terms of key activities/programmes
- Continuous focus on width and depth of our Brands as per the Channel spread
4. Managing Customer
a) Providing Excellent service to the trade : PDP, Line Fill
b) To manage his investments Stock, Credit and Claims management as per agreed norms.
c) Quarterly ROI study and take corrective actions.
d) Building and developing AW/Distributor Crew.
e) Building relationship for a long term partnership.
a) Provides best in class service thro our AW/Distributor
b) Damage/Expiry stock management
c) Claim settlements as per the norms
5. Building and Developing Team
- People planning as per span and channel specifications
- Providing right directions on execution, sales and process orientation
- Regular Sales performance review and feedback
- Identifying skill/competency gaps and working out Development Action Plans