Area Sales Manager - General Trade

About Lactalis India:

In 2014, Groupe Lactalis entered India after acquiring, the leading South Indian dairy production company Thirumala Milk Products Private Limited. Continuing its spree, the group soon took over the reins of other leading dairy companies in India including Anik Milk and Prabhat Dairy in 2016 and 2019 respectively. In India, the group now sells through its regional brands Tirumala, Anik, Prabhat as well as its international brands President and Lactel. Especially for the domestic market, the traditional and cultural experience of the domestic brands and the international expertise of Lactalis has formed a unique and formidable combination, leading to a success story to be talked by generations to come.

1. Sales and Distribution:

• To appoint distributors/ channel partners/ super stockiest in the area of operation.
• To create and manage the prescribed routes to market strategy.
• Ensure scientific numeric distribution and market coverage as per plan.
• Ensure range selling, improve outlet throughputs and productivity month on month.
• Conduct drives to open new outlets, classification of outlets and devise specific service and support plans.
• Conduct new product launches through meticulous planning and proper execution.
• Ensure proper implementation of schemes and all BTL activities on the ground.
• Ensure proper visibility of the brand in the market.
• Ensure proper accounting and judicious placement of all the POP materials in the market.
• Ensure proper product hygiene and ageing norms and take corrective actions for the slow/non-moving stocks.

1. Channel Partner management :

• Manage all affairs related to the distributors / channel partners regarding the business.
• Monitor stocks, there ageing, proper upkeep etc of all the stocks in his custody and submit monthly Stock Receipt and Sales Statement (SRSS) with details of product manufacturing dates.
• Placement of order to the company for the supplies of the product as per movement and the stock inventory norms set as per business plan.
• Collection, evaluation and checking of their claims based on pre-approvals.
• Take responsibility for distributor s ROI and viability for a long term and sustainable business relationship.
• Ensure timely payments as per agreed terms.

1. Team management:

• Develop and manage a team of On-Roll Executives.
• Manage and monitor the activities of the Merchandisers, Distributor Sales men and Promoters as per market requirement.
• Provide on the job practical guidance, training, mentoring and motivation to team members.
• Work extensively in the market with the team and develop their selling and customer handling skills.
• Develop and implement selling stories for the team.

1. Commercial processes:

• Follow and ensure implementation of company s Standard Operating procedures (SOP s), guidelines and controls.
• Ensure market hygiene in terms of stock ageing , market claims, credit policies, etc.,
• Ensure submission of timely reports, data and market information, which are critical for business understanding and growth.
• Ensure proper accounting, placement and productivity of all company assets such as Deep Freezers, Chillers etc.

1. Analytics and Review process:

• Ensure periodic review of all business processes, parameters and performance with strong analytics, devise suitable action plan, and ensure implementation.
• Complete information about the market construct by product category / brand. Complete information about the products, price and margins strategy of the competitors.

Profile expected:

• Expert in FMCG products preferably Food and chilled Dairy products.
• Strong market working and execution skills on the ground with a deep understanding of the local market, customers and their preferences.
• Strong skills and experience in Sales and Distribution.
• Should have excellent relationship with the customers / retailers in his market.
• Real capacity of execution in the field.
• Sharp, focussed and positive attitude.
• Experience 5-7 Years minimum with at least 5 years in the same capacity.
• Exhibit leadership qualities with potential of development to Regional Sales Manager position.
• Local languages is a must.