Area Sales Manager

Main Purpose

To develop profitable business and grow existing base by selecting, coaching, training the team Role: Execute plans in his area/ region to

- deliver annual volume within budgeted costs.

- achieve distribution/ in store execution objective.

- to drive Urban & Rural Agenda

- organization capability building Key Accountabilities Strategy and AOP:

• Set clear and deliver objectives that are consistent with Region and SM Territory goals with each member of the territory team
• Estimate the category development potential for each category in which PepsiCo operates and build necessary plans to consistently grow shares in each category.
• Recognize market forces and trends very quickly and bring in the necessary level of dynamism to execute the AOP.
• Achieve volume targets (Month wise/Qtr wise breakup), focus brand & pack targets
• Review progress versus objectives at weekly meetings and take corrective action as appropriate
• NPD Launch - Aligning team on sell in plans, Coordination with MDM and brand teams to execute launch plans and implementing execution parameters. Reviews/ update on launch

Productivity and Financials:

• Ensure the smooth flow of information that is to be used for strategic business decisions by Sales Manager/RSM ensuring that the financial/Sales data/information provided is factually correct.
• Discounts, Distributor ROI , Cost/Expense Control Measures, FIFO, Distributor/Depot Sales tracking & strategic use of such data, Hub & Spoke Implementation , Tracking of Distributor ROI (Viability) on a regular basis
• Develop operating procedures, Optimise Staffing requirements, Manage productivity and motivation for Sales Officers and PSRs
• Support successful execution of Grow Core and Add More
• Handle assigned CFA and be a business driver

Market Share:

• Accountable for improving the market share in the territory. Brand- Pack wise, specific channel focus, Activity around focus brand & pack to improve Market Share, Rack productivity. Drive corporate / regional marketing agenda with local promotions
• Develop team capabilities to address channel partner stability related issues by evolving alternate GTM mechanisms
• Understand in detail the financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
• Posses high competition intelligence engage in constant monitoring of all competitive activities

Process Improvement:

• Improve existing organizational sales processes through detailed analysis of data
• Lead problem solving
• Maintain a physical presence in the territory to ensure understanding of customers needs

Team Building:

• Assess performer capability providing development feedback to frontline
• Provide recognition and feedback to frontline (SSE/SE/ST/TDO)
• Partner with Sales HR and drive People Core People Processes across the team
• Own the frontline functional skill development and Development Action Plan

Language: Hindi and English

Industry- Pharma/ FMCG/ Beverages/ FMCD companies