Senior Area Sales Manager - Kochi (Astral Adhesives Business)

Role & responsibilities

• Responsible for sales achievement & volumes for regular & volume building products in assigned areas.
  • Responsible for capturing market insights and major initiative execution in the assigned geography
  • Key Account Management
  • Identifying & exploring potential market development opportunities in consultation of Field Marketing Team
  • People & Processes Management
  • Driving Business Initiatives in the assigned areas • Distribution Expansion • Dealer Management
• Manage and accelerate Team Performance and motivate to achieve desired targets.
  

Key Responsibilities

1.People & Process Management 1. Achieving assigned sales objectives & targets in terms of;

- Overall primary & secondary sales Value
- Product & Area Wise Sales
- New/Focused Products Sales

2. Devising and executing strategies (not restricted to schemes) to counter competition aggressively

3. Ensuring distributors management as per distributors management policy

4. Ensuring 100% schemes execution in consultation with zonal managers & sales operations Team

5. Analyze Secondary Sales Data and work towards achieving higher share of secondary sales.

6. Manage Key Accounts by capturing leads in the CRM basis inputs received in the market and convert them into opportunities.

7. Adopting potential key outlets as per laid down norms and assigned targets

8. Preparing & adhering self DRCP compliance of key outlets

9. Increasing the companys counter share of identified key outlets

10. Ensuring the visibility/availability of the companys brands/products on key outlets in consultation of marketing team

11. Working closely with field marketing team (BDM/ABDM) for achieving field marketing targets for users/influencers activation of key accounts

12. Building relationship and drive direct engagement with large contractors & architects

13. Devising strategy and ensure execution to be visible to End users for creating direct touch and product assurance by TSM or Sales Officers.

14. Min. 18 days full day working per allocated TSM from grooming and coaching the team perspective.

15. Ensuring resource gap filling through recommending the hiring of quality sales officers in the territory

16. Ensure to provide job role competency & technical requirement to recruitment team for filling gap in Sales TSM/Officers Team.

17. Building a team-ship and Promote the culture of performance, work compliance, cohesiveness and synergy within the team as to achieve the desired business objectives as a team

18. Ensuring proper & effective induction of new hires in the area as per the laid down norms

19. Ensuring work & process compliance of team as per the laid down norms

20. Full ownership and championing of all systems, processes, policies and business ensuring adherence

21. Supervising and ensuring training (product, systems and sales training) of sales officers

22. Monitoring the performance of sales officers and enabling them to achieve expected performance standards through timely performance feedback and counselling

23. Ensuring 100% execution of new product launches and providing post launch feedback to category/product managers

24. Driving execution of regional business initiatives in the field

25. Collecting, capturing & conveying feedback to HO team on all the aspects of the business including product quality, pricing, packaging, new product ideas, competition activities, schemes across channel, users, influences & field employees

26. Ensuring 100% inventory management & receivables management

27. Responsible for process digitization i.e. DMS, Order management and Vishwas App for retailers

28. Proactively monitor financially stressed customers and dealers and take corrective action.

29. Control the receivables (from dealers and customers) and balance confirmations in line with our organization credit norms.

30. Understand the Influencer concern related to products and impart technical inputs and facilitate conversion of opportunities. Basis the feedback from influencers conduct trials at customers site to de-bottle the issues.

31. Ensure to submit accurate and real time feedback on the new launched products to Product Specialist or Technical Service Manager for further improvements and market inclination.

32. Discuss Organization performance need with all Sales Officers on regular intervals.

33. Listen to Team Field Issues and guide based on technical and market experience.

34. Uplift moral of all team members and counsel for better performance and sales matrix achievement; appreciate team for short wins.

35. Create healthy sportsmanship competition among team to drive desired performance.

Functional Competency

• Building Materials
  • FMCG
  • Paints
  • Sales management
  • Distribution & Distributor management
  • Channel management
  • Market development
  • People management
  • Inventory management
  

Behavioral Competency

• Communication
  • Leadership & Team building
  • Problem-solving
  • Conflict management
  • Emotional intelligence
  • Analytical abilities
  • Positive, self-motivated & self-starter approach