Sales Excellence Manager (Sales & Analytics, ASM SAMNA) , Ludhiana, PB

Job Title / Designation : Area Sales Manager - SAMNA

Department : Sales - SAMNA ( Sales Automation Management for The New Age)

Functional Reporting to : Head Of Sales

Location : Gurgaon

SAMNA is a automation tool - Sales Automation Management for The New Age

1, PURPOSE OF THE JOB:
Driving sales excellence & automation initiatives for the assigned territory


Job Context:

2, DETAILS OF THE JOB:
Job Role/ Title: Area Sales Manager - SAMNA

Level: Business Unit:

Function: Sales

Country:India

Work Location: Multiple

Reporting Manager:Head of Sales

Managers Manager:MUGM

Matrix Manager:Head Sales Excellence & Automation

KEY ACCOUNTABILITIES:
Accountabilities Scope of work

• Sales Efficiency

Work in close collaboration of the field sales team to improve upon sales efficiency parameters: Penetration%, Bill cuts per day per route, Effective Calls, VPO, VPR aligned to the business objectives as set by the UNIT

• Distribution Management

Support Field team in identifying distribution gaps - New retailers, Distributors, Vehicles etc and help in onboarding them in the system

• Process/Infrastructure

Manage & ensure adequate adoption of processes/tools associated with interactions between Logistics - Distributor - Field Force Retailer (DMS/SFA-SAMNA, Compliance Audits etc). Ensure relevant infrastructural elements are in place to support the aforementioned.

• Master Data Management

Continuous improvement in master data accuracy: Geo Tagging, Channel Bifurcation, Customer Master, Vehicle Master, Hierarchy mapping

• Information/insights generation

Analyze Sales data to provide relevant insights for improving upon operational efficiencies. Support field sales team by ensuring accurate & in time reporting.

• New Initiatives

Support field team in enabling implementation & adoption of new systems/processes. This will include distributor alignment, salesman training, relevant data collection and identified issue resolution4, KEY INTERFACES
External InterfacesInternal Interfaces Available data sources on competition mapping, Market Share etcDMS/SFA system (SAMNA), Reporting Tools(Qlik BI, Power BI), Onboarding platforms



5, EDUCATION & EXPERIENCE
Indicate the education level, previous experience, specific knowledge, skills and abilities required to meet minimum requirements for this Job..

Education Qualification (Highest)
with Target Institute(s)

Regular MBA from premier B-School with specialization in Sales & Marketing
Desired Certifications:

Experience Range:

2 years of experience preferred in relevant industry

Desirable experience: Field Sales with Analytics & reporting knowledge in FMCG industry

6, SKILLS REQUIRED:
SkillsDescription Proficiency Level
(General Awareness; Working Knowledge; Functional Expert, Mastery)

Functional Skills

• Data Analytics and reporting, Field Sales, Process & technology oriented

Working Knowledge

Behavioral
Skills

• Stakeholder Management, Communication Skills

Working Knowledge

• General Awareness: Knows the fundamental or general understanding of concepts.
• Working Knowledge: Has broad job knowledge; knows and applies the full range of concepts and practices. Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices.
• Functional Expert: Candidate is certified functional expert with strong knowledge on concepts.
• Mastery: Candidate is subject matter expert and has command over the subject/ concepts.