J L Morison - Territory Sales Manager/Area Sales Manager (3-4 yrs)

Territory Sales Manager/Area Sales Manager

About the job:

Company Description:

JL Morison India Ltd. is an FMCG company based in Mumbai, India. With over 80 years of experience, J L Morison is dedicated to building sustainable brands in India. Our portfolio includes Morisons Baby Dreams in the baby care segment, Emoform-R toothpaste in the oral care segment, and Bigen in the hair care segment. Our brands are sold through various channels including Traditional Trade, Modern Trade, Canteen Store Dept, ecommerce, and our own e-shop. We also export our baby care products to some SAARC nations.

Role Description:

- This is a full-time role for a Territory Sales Manager/ASM located in Chennai.

- The Territory Sales Manager/ASM will be responsible for day-to-day sales activities, including customer service, sales management, training, and communication. This is an on-site role.

Role:

- State/ Area Sales Operations- Traditional Trade

- Brands: All Brands

Job Description:

- Area Sales Strategies in line with the Group's overall strategy.

- Execution of the Annual Sales Plans for the State/s with a focus on each of the following:

- Market Share, Customers, Channels, Product Categories, People Development

Business Key Result Areas:

- Consistent (Primary & Secondary) target achievement for the said brands, categories.

- Ensuring Brand Coverage/ Presence.

- Increasing the Market Share.

- Channel Development.

- People Development.

Operations:

- Sales Management.

- Accurate Annual Sales Forecast, Budgeting & Achievement as per plan.

- Sales Plan Preparation, Goal Setting & Target Management - Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value).

- Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team.

- Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc.

- Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the the Trade Marketing Team & the Sales Head.

- Achieving the Product Mix Targets.

- Sales Team Building, Development, Motivation & Management.

- Sales Reviews & Performance/ Productivity Management.

- Process Compliance.

- Driving Automation (SFA) - Bizom usage in the team.

- Customer Relationship Management.

Returns Management:

- Business Intelligence & Analytics (External & Internal).

- External Market & Competitor Information for various decisions - Pricing, Trade Schemes, Products, Policies, etc.

Policies & SOPs Implementation:

- Sales Process Implementation.

- Distribution Policies & Channel/ Partner SLAs.

- Customer Credit Policies.

- Returns Management.

- All other policies implemented from time to time.

Liaison: Commercial Team/ SCM Team etc.

Profile:

- Overall traditional trade sales experience of around 5 to 10 years.

- Should have independently handled area sales operations for at least one division/ Brand in the FMCG industry for at least 3 to 4 yrs.

- Should have a proven channel development & sales growth track record in his/her previous organizations.

- Should have worked in multiple territories as a part of his/ her sales role.

- Should have a complete insight of the said Area -sales trends, culture, distribution etc.

- Strong understanding of Trade Marketing Strategies.

- Strong Financial & Business Acumen.

- Data Oriented Decision Making.

- Experience with handling sales related process automation tools would be an added advantage.

Qualifications:

- Sales, Sales Management, and Communication skills.

- Customer service and Training skills.

- Excellent interpersonal and communication skills.

- Ability to build and maintain customer relationships.

- Strong problem-solving and negotiation skills.

- Prior experience in the FMCG industry is a plus.

- Masters degree in Business Administration or related field.