Area Sales Manager

Main purpose:

ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll.

ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.

ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget.

ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.

Main Responsibilities & Tasks:

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

Key Capabilities Competencies:

Key Interfaces

Internal:

Unit Manager
Sales Manager
Customer Executives
Sales Development Manager
Market Development Manager
Revenue Manager
Infra - Cooler Dept.
Supply Chain Manager
Unit Finance Manager
Unit HR Manager

External:

Customers/Retailers
Distributors
Salesmen | 3rd Party
Warehouse Manager

Qualifications:

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

Experience:

- 6 Years
- FMCG Sales
(Similar GTM).