Emami - Area Sales Manager (5-7 yrs)

Position Title Area Sales Manager Consumer Care Division (CCD)

Department: Domestic Sales & Distribution Business Unit: Region CCD

Location: Region Grade / Level

Reports To (Direct) Regional Sales Manager CCD

Purpose of the Position:

This position is responsible for:

- Implementing the sales strategies designed for the CCD through efficient channel management and ensuring appropriate sales for achievement of the sales and distribution targets for the assigned territory.

- Implementing Go To Market Plans and bringing about process efficiency through Sales force automation and Distributor/field force capability enhancement.

- Ensures achievement of Brand targets by creating and leveraging on the brand pull of the products in the market place through implementation of Brand wise schemes and promotional activities.

- Improving the efficiency, productivity and distribution parameters of the sales through proper assessments of the channel performance at every customer points.

Job Description:

Detailed Responsibilities:

- Process/Sub Process Responsibilities/Activities.

- Sales Planning Understands sales strategy, prepares sales plans and achieves sales and distribution priorities/targets as per forecasted data for the assigned area with the help of field team.

- Plans and implements efficient routing of the products to their respective outlets through effective distribution, minimizing time and cost and maximizing product availability at each customer points.

- Adheres to allotted budgets based on the HO guidelines and trade marketing budgets to manage expenses within stipulated budgets.

- Channel Development Ensures market growth in terms of Distributors/Retailers/Stockiest development and management and increasing the number of customer points for the products.

- Engages and motivates each channel partners through wide spread promotion/trade initiatives and execution of customer engagement and trade schemes within the channel to augment customer keenness and business growth.

- Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends and tracking competitors.

Sales Performance improvement:

- Ensures improvement in forecast accuracy, implementing Go To Market Plans and brings about process efficiency through Sales force automation and Distributor/field force capability enhancement.

- Supports new product launch and product promotion activities in the market as applicable for ensuring product positioning and brand recall.

- Optimizes the output of the software modules of the Distribution.

- Management System and Rural Apps as per the requirement, thus leveraging on the product distribution through appropriate referencing and informed decision making.

- Plans and implements SKU and Distributor wise CRS norms for the month leverage to drive Brand wise & SKU wise objectives and targets.

- Analyzes Competitor's activities in the market and provides feedback such that a counteractive scheme can be designed to engage and attract the customers towards a particular brand.

- Analyzes sales reports to understand the sales performance, product/channel/region wise and keeps Regional Office/HO updated on the actual sales performance, opportunities and the challenges of the market.

- Depot Management Coordinates on a timely basis with the depots to ensure stock management and proper distribution flow and hygiene and delivery of products at different customer points.

- Settles all damage related claims that may have risen from the in-transit movement of the products from the depot to customer points.

- Raises Credit notes on a timely manner as per the compliance policies mentioned and agreed upon in the service level agreements to ensure no.

Job Description:

- Team Development Motivates and guides team across on key aspects of the function for performance improvement and efficient service delivery.

Educational Qualification Requirements:

- Qualification: MBA Qualification

- Specialization: (if any) Sales &Marketing

Work Experience Requirements:

Additional:

Industries: FMCG

- 5 to 7 Any other experience (if any)

- Proficient knowledge in Consumer care division and experience in similar field.

Preferably worked as: Work Level

- Organizational Interfaces.

- Key Internal Interface.

- (Departments / Designations, this position needs to interface within the organization to accomplish its task effectively).

Key External Interface:

- (Public Departments / External Agencies, this position needs to interface outside the organization to accomplish its task effectively).

- Marketing/Brand Team, Distributors

- Domestic SCM.

- Retailers

- Depot Commercial.

- Stockiest/Super Stockiest

- Shared Services.

- Customers

Knowledge & Skills Required (Functional / Technical & Behavioural):

- (Functional / technical / behavioral competencies which are required for this role to be effective).

Job Description:

- Sales Process and Strategy.

- Result Orientation.

- Privileged & Confidential.

- Supply Chain Process Knowledge.

- Analytical Thinking.

- Budgeting & Financial Control.

- Customer Orientation (External & Internal).

- Branding & Strategy.

- Team Working and Leadership.

- Sales Forecasting.

- Innovation.

- Sales Demand & Supply Management.

- Strategic Orientation.

- Channel Development & Management.

- Build and Leverage Network.

- Trade Marketing.

- Commercial Acumen.

- Consumer Behaviour.

- Sales Development.

- Understanding of Markets, Customer segments and Sales Channels (Consumer care products).