Area Sales Manager

Accountability:

Strategy and AOP

• AOP target planning & tracking for CEs that are consistent with Unit plan
• Execute necessary plans to consistently grow shares in each category as per plan
• Ensure transparent communication to the field team including partners
• Managing discounts and distributor margins
• Setting up and Retiring DB channels and guide on standard operating procedures

Market Share

• Improve market share by increasing net distribution and weighted distribution
• Activate brands - Pack wise & channel wise activities to improve Market Share
• Ensure asset productivity and drive corporate/regional marketing agenda
• Develop team capabilities to address channel partner stability related issues
• Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
• Possess high competition intelligence in constant monitoring of all competition

Team Building

• Assess performance capability & providing development feedback to team
• Recognize CEs on internal/external platforms
• Partner with Sales HR and drive Core People Processes across the team
• Own the frontline functional skill development and Development Action Plan

Competencies

Knowledge

1. FMCG sales overview
2. Distribution Business
3. Computer Proficiency Excel, Word, PPT, Outlook
4. Local Language and English
5. ROI Understanding

Skills

1. Negotiation
2. Communication
3. People management
4. Time Management
5. Critical Thinking
6. Analytical Ability
7. Problem Solving

Qualifications

- Any under graduation
- Post Graduation (Tier 2/3 College)
- Preferable MBA

Experience

- 6 Years
- FMCG Sales
(Similar GTM)