Area Sales Manager (Western Region) - HORECA Sales (Dairy Products)

Our client, a Leading Dairy Manufacturer is looking out for a dynamic Area Sales Manager (Western Region) - HORECA Sales Channel to be based either at Pune or Nagpur.

Candidate Profile :

He / She should be a MBA from a premium institute with 4-8 yrs of experience in Horeca Sales.

This position is to handle HORECA through channel sales. To tap the new customers and to generate business opportunities and generate revenue.

The individual shall have experience in HoReCa with Modern trade

Self-Starter & Go Getter

Enable to deign vision & strategic planning

Should be able to manage with very small & lean team size

Leadership Qualities

Ability to creating strategic plans for achieving sales targets.

Interpersonal skills (relationship building, teamwork, interpersonal insight, conflict resolution, customer orientation)

Communication (verbal communication, persuasive impact, listening, written communication)

Judgment and thinking (strategic thinking, original thinking, judgment and decision making, problem solving, awareness)

Strong analytical, problem solving & organizational abilities

Personal characteristics (motivation / commitment, flexibility, assertiveness, development orientation, results orientation resilience, quality orientation)

Responsibilities (Functions / Duties) :

Lead a sales force, define field action plans, territory plan,

setting and communicating field objectives and tracking

results to achieve financial and strategic KRAS of a team

Generate the revenue by Identifying, Analyzing and Acquiring Corporate-Key Accounts across the area / territory

Engage in market mapping, corporate requirement Analysis, Cost - benefit analysis, Feasibility / profitability Analysis, Proposal design and Negotiating on Commercials toward Closure of Account.

Generate revenue and profitability reports, estimates the expected growth Structure with sales trend analysis of the division.

Engage in New Business Initiatives, Generate New Product Development Ideas, Introducing New range of products to client, Monitoring Competition and Market Trends to cater the customer needs and demands.

Assign and achieve monthly sales targets to a team of sales trainees and collaborate with the trainees to achieve the same.

Generate revenue for the company by cross selling and up selling of products in collaboration with sales team.

Conducting Promotional Campaign for Product Promotion

Engage in territory mapping, market mapping for product, Coaching a Sales Trainee for Sales Presentations and Product Knowledge

Evaluating sales team’s performance against the set KRAS

Generating Weekly sales reports and sales forecast for company products

Channel Management

Enable business growth by developing and managing a network of channel partners for HoReCa across assigned territories for deeper market penetration & reach.

Monitor distribution networks to ensure ready availability of the product at all times at Modern Trades.

Guide and train partners to accomplish set revenue and business targets.

Implementing business practices and deploying company strategies and programs to the core.

Key result areas :

• Analyze business potential, conceptualizing & executing strategies to drive sales & augmenting turnover.
• Monitoring competitor activities and devise effective counter measures.
• Identify and pursue new business opportunities.
• Establish and manage the Modern Trade & HoReCa sales channel for the company

Working Conditions (describe the physical demands that must be met by the employee to successfully perform the essential functions of this job.) :