Area Sales Manager

Key Responsibilities:

1. Drive Achievement of Revenue and Volume Targets: Strategize and implement plans to meet quarterly and annual revenue and volume targets. Regularly review performance, identify core issues, and align targets accordingly.
2. Dealer Management: Manage product availability at dealerships by deciding inventory levels according to norms. Ensure dealers maintain optimum inventory levels.
3. Effective Receivables Management: Recommend appropriate credit limits, follow up on collections, and minimize overdue payments.
4. Supervision of Sales Team: Monitor and supervise Territory Sales Executives (TSEs) to ensure adherence to agreed norms. Provide on-the-job training to enhance productivity.
5. Performance Improvement: Identify key performance roadblocks and facilitate timely resolution to ensure targets are met.
6. Market Expansion: Take ownership of market expansion by identifying opportunities for dealer appointments. Ensure the appointment of quality dealers.
7. Claims Management: Handle claim generation and ensure timely settlement of shortages, price differences, and quality complaints.
8. Market Intelligence: Collect and share market intelligence within the assigned territory to support decision-making.
9. Forecasting and Planning: Forecast sales, devise product placement plans, and develop dealer-wise sales plans.
10. Channel Expansion and Evaluation: Plan and evaluate channel expansion initiatives to ensure sufficient market coverage.
11. Competition Benchmarking: Conduct benchmarking activities to assess and understand competition within the market.
12. Scheme Targets and Volume Planning: Develop scheme targets and plan volumes accordingly to drive sales.
13. Initial Placement Convincing: Convince stakeholders on the initial placement of products to facilitate sales.
14. Issue Resolution: Address issues such as shortages, price differences, and quality claims promptly and effectively.