Area Sales Manager

Position Summary

Area Sales Manager is responsible for the Sales performance of the assigned
Area/State/Channel. He/She will deliver the overall Area sales objectives by :

1. Implementing Monthly/Quarterly Operating Plans
2. Building robust Distributor(CP/Distributor) infrastructure
3. Driving Quantity/ Quality of Coverage and POP Execution
4. Managing Customer
5. Developing Team

Educational Qualification , Work experience & Key Competencies - Qualification Graduate or PG specializing in Marketing and Sales from a reputed institute Work Experience & Key Competencies Candidate should have experience of at least 4-5 years as Area Sales Head / Area Sales Manager in FMCG Company.

1. Excellent communication
2. Objective analytical
3. Plan creation
4. Leadership
5. Customer Management
6. Market Orientation
7. Passion for Delivery

JOB DESCRIPTION: Specific Accountabilities / Deliverables

1. Sales planning and Execution:

• Firm up sales plans for the month/quarter/annum with RSM/Head of Sales
• Ensuring right forecasting, volume/Value build up for the monthly numbers and clarity on Trade/marketing inputs
• Communicating and aligning the plans with the Sales Team
• Tracking and Monitoring of Sales plans on Daily/weekly basis
• Monitoring Promo effectiveness on the SKU/brand (both Consumer/Trade Promo)
• Identifying issues and the opportunities at Brand/Category level looking at internal and external trends.

2.Building Distributor Infrastructure:

• Closely monitoring Distributor infrastructure and its effectiveness
• Proactively building infrastructure blue print in line with sales growths and coverage objectives.
• Identifying gaps in terms of investment, infrastructure and work out corrective actions.
• Aligning large Distributors with JBP (Joint Business Plan) on all important business objectives for the City/Channel

3.Driving Quantity, Quality of Coverage and POP Execution:

• Continuous focus on increasing availability of our Products
• Increasing Direct Coverage with right bench marks
• Increasing Numerical Distribution by leveraging Channels
• Driving sales efficiency metrics- ECO, TLS, Bills cut, LPB etc
• Understanding the new emerging trends in FMCG distributive Trade.
• Implementing Channel programmes and Visibility drives
• Monitoring all key brand Activities of the month/quarter at the POP
• DSR effectiveness in terms of key activities/programmes
• Continuous focus on width and depth of our Brands as per the Channel spread

4. Managing Customer

• Distributor:

1. Providing Excellent service to the trade : PDP, Line Fill
2. To manage his investments Stock, Credit and Claims management as per agreed norms.
3. Quarterly ROI study and take corrective actions.
4. Building and developing AW/Distributor Crew.
5. Building relationship for a long term partnership.

• Trade:

1. Provides best in class service thro our AW/Distributor
2. Damage/Expiry stock management
3. Claim settlements as per the norms

5. Building and Developing Team

• People planning as per span and channel specifications
• Providing right directions on execution, sales and process orientation
• Regular Sales performance review and feedback
• Identifying skill/competency gaps and working out Development Action Plans