Area Sales Manager

Job description: I. Area Sales Strategies in line with the Groups overall strategy II. 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 III. 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 IV. 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 Preferred candidate 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 i.e. 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