Area Sales Manager

Job description : General manager-sales

Base Work Location : Chennai

Department : Sales & Distribution

DESCRIPTION :

Responsible for the coordination of Sales and Distribution activities across the assigned region through team performance,

development and controlling sales expenses. Effectively drives organizational strategy into ground level execution.

RESPONSIBILITIES :

Business Objectives :

Responsible for achieving Primary and Secondary Sales targets across brand / pack for the assigned region in line with

Sales Strategy.

Effectively drive distribution and availability across the region.

Forecasting and ensuring Stock availability across C&F / Distributors in line with defined MFS.

Establishing and managing budget and optimizing the trade spends as per budget.

Implementing credit policy and controls.

Develop the Go-To-Market strategy for the region in concurrence with the sales leadership.

Ensuring distributor health and investment as per plan and managing the distributor’s business health and hygiene

as per company norms.

Work closely with theModern Trade head to enhance channel cohesiveness complimenting each other.

Effectively motivate and manage the teams – driving productivity and ensure attrition within norms.

Role : Business Operations

1. Develop the sales strategy in alignment with the senior sales leadership.

2. Accountable for sales and distribution objectives as per the Annual Business Plan.

3. Convert the business plan into executable action plan for the field team.

4. Market Growth Mapping to deliver to potential – Identify, Evaluate, prioritize opportunities and execute.

5. Study market to identify distribution-restructuring needs and manage team ability to make changes.

6. Review market analysis to determine customer needs, volume potential, price schedules and discount rates.

7. Ensure implementation of field activities like sales promotions, launches, trade promotions, brand building activities

and visibility.

8. Provide direction to the growth of the company products in the region by establishing better working relationships

with distributors, colleagues and competition in the market place.

9. Drive forecast accuracy and sales planning and plan for launch of new product variants.

10. Ensure effective management of trade schemes and delivery of incremental growths in his territory.

11. Ensure that the company’s policies on all commercial, legal, statutory requirements are implemented and complied

with.

12. Ensuring channelization of cross-functional resources and company investment into the region.

13. Oversee BG (Bank Guarantee) renewals and Full and Final settlement closure of distributors within a week of ceasing

operations.

14. Ensure 100% AOG adherence, Botree Billing and SFA Usage.

15. Ensure pricing as per company norms.

16. Project the image of the company to all external associates in line with the vision and mission of the company.

Business Analysis

17. Review and analyse business performance

• One-sheeter report – range selling (brand & pack), channel contribution,
• discount analysis, unbilled retailers
• SFA Usage report

People Management

18. Supervise and train the regional team and distributors to achieve sales target.

19. Responsible for recruitment, induction and training, deployment and development of all employees in the region to

ensure optimal performance from them.

20. Set annual performance goals and monitor performance through periodic one-one and team meetings and provide

constructive feedback to improve performance.

21. Ensure that the field team deliver the business objectives, thereby earning their variable incentive pay-outs.

22. Ensure employees remain motivated also through Rewards and Recognition initiatives and programs.

23. Responsible for solving the team’s concerns and grievances while providing continuous support and counselling.

24. Mentor the first line / area manager team. Coach and develop direct reportees to enable them to be better mentors

and coach for their front-line sales teams.

Market Intelligence

25. Report competition activities on a weekly basis.

26. Identifying evolving industry / market / competitive trends & patterns and devise actionable counter plans.

Accountabilities

1. Responsible for managing the entire region for business excellence

2. Primary & Secondary Volumes

3. Distribution and distributor management

4. System and Process Adherence

5. People management

SPECIFICATIONS :

Experience : 15+ years of experience, with people management and distribution expertise.

Educational

Qualification : Master of Business Administration

Certification If any : -

Proficiency : Local language, Fluency in English and working knowledge Hindi preferable

SKILLS : Hard Skills :

Soft Skills :

Behavioral Traits :

Assertive, Will to Win, Lead by example, Influencer, Result oriented, Willing to change, Locational

Mobility, Self Confidence and Unruffled