Area Sales Manager - DSF Non Sourcing

JOB DESCRIPTION

A Position Overview

Position Title

Area Sales Manager

Department

Direct Sales Force ( Direct Distribution)

Level/ Band

401/Manager

Role Summary: Drives sales in the zone through liaison with channel partners, Interacts with sales staff of the channel partners to motivate them to sell company products, Manages customer queries & complaints & ensures they are resolved.

B Organizational Relationships

Reports To

Regional Sales Manager / Zonal Sales Manager

Supervises

Sales Managers and WPOs

C Job Dimensions

Geographic Area Covered

North Zone

Stakeholders Internal

Distribution Operations, Operations, Marketing, HR

External

D Key Result Areas

Drive sales in the zone through liaison with channel partners

Interact with sales staff of the channel partners to motivate them to sell company products

Manage customer queries & complaints & ensure they are resolved

Manage & develop a team of reportees

Drive adherence to SOP s & ensure compliance

Prospect new channel partners

E Competency

Competency For
Area Sales Manager

Proficiency Scale

Proficiency Scale Description

Consumer Focus

Understands the consumer life cycle, makes him/her feel valued and provides a value proposition suitable to the customer and make him/ her a brand ambassador by making use of functional knowledge and expertise

4

Is aware of the all latest offerings available in the market place and uses that information to create an environment where team/s are empowered to put consumers first. Organizes processes around consumer needs by taking into account the complex and sensitive information to meet their long term needs.

Implements feedback system to improve consumer experiences at each touch point. Acts as a catalyst to backend support, service team and product teams to create more consumer focused product / services

Building and

Managing Relationships

Collaborating with key stakeholders and team members to build positive working relationships based on confidence, trust and sensitivity to facilitate the accomplishment of common work/ business goals.

4

Proactively seeks out to identify and establish relationships which might be crucial for achieving long term success. Builds strong alliances with intra department colleagues / stakeholders that would support his/her team achieve business results. Takes efforts to ensure that key contacts and networks also find it beneficial to maintain relationships. Encourages own team members to build nurturing relationships

Effective Communication

Able to communicate accurately and concisely with various stakeholders by adapting communication methods based on situation and well reasoned arguments to convince and persuade stakeholder to achieve win-win situations

4

Creates an environment where team/s are encouraged and developed to enable them to communicate effectively with consumers and stake holders. Facilitates the understanding of complex messages to teams and stake holders by using appropriate communication techniques and ensures that the team is well versed with the skills and tools required to effectively communicate to various stake holders. Encourages the team to follow best sales communication practices adapted from similar line of business and sets them up for success.

Taking Ownership

Achieves results by taking responsibility proactively and by making timely decisions with

speed & urgency

4

Proactively sets stretched targets for team and empower/motivate them to achieve the same. Takes responsibility for self and team s productivity even under testing situations. Recognizes ways of improving team productivity and customer service standards and makes critical decisions which has an impact on improving them. Understands how to divert teams effort in achieving broad business objectives/targets and consistently drives them for results.

People Management

Develop and manages individuals and team performances through constructive feedback, coaching and mentoring.

4

Creates a collaborative environment and continuously motivates The team to work together. Empathizes and maintains an on-going two way communication

With team members. Makes team members understand criticality of their contribution to the team s success and facilitates understanding of

Interdependencies among roles. Advices and coaches others by sharing experiences and Discussing how to handle current or anticipated concerns.

F Skills Required

Technical

Behavioral

Essential

Desired

Interpersonal skills

Communication skills

Creative thinking skills

Supervising/Leadership skills

Teamwork Skills

Influencing skills

Relationship Building skills

Decision making skills

G Incumbent Characteristics

Essential

Desired

Qualification

Graduate

PG/MBA

Experience

6-8 years