Mars
Location
Gurgaon | India
Job description
Job Description:
Job Title: Area Sales Manager North - Modern Trade
Location: Gururgam
Grade: B4
Develop, influence and drive the implementation of the growth agenda in the area. Realize growth opportunities by implementing S&D plans related to markets, channels, infrastructure, people, and enablers.
The ASM @ MARS role serves the purpose of translating business strategies into suitable actions for specific geographies on the one hand while leveraging local-level opportunities to drive Physical and Mental availability on the other.
Set, monitor and deliver key business and S&D objectives at period, quarter, and Annual levels
Develop the markets by using a judicious mix of tools available to drive Physical and Mental availability
Deploy and/or create “person neutral” systems, processes, and Ways of Working that lead to a fundamentally solid Sales Engine in his/her specific geography.
Influence Key stakeholders such as LM, Trade Marketing, Key Account Managers, Marketing and Regional Category teams of Retailers to align and garner the necessary support to meet growth ambitions in the mid to long-term
Engage with Regional chains to develop & grow business by formulating category and portfolio-specific plans
Maximize throughputs of trade spends (as per agreed norms) and ensure delivery of In-Store Visibility and execution as per MARS standards leveraging tools available
Deployment & Execution of period, quarterly and Annual Business Plans
Deployment and execution of all promotions and BTL activations planned by the National Key account team
Driving the team of Sales Officers, TSIs, Merchandisers, and Promoters to deliver the picture of success in the Modern Grocery outlets formats being covered by the Modern Trade ChannelDriving for all Initiatives planned in the geography towards category management, Additional Visibility elements, multi-site and cross-category placement of products or any other Initiative drive planned by the National Key account team
The MT ASM will handle the regional Chains that may exist in their region and conduct Key Account management function for those set of chains.
The incumbent will also be responsible for engaging with the regional teams of National Chains to develop and execute local level activations by coordinating with the Customers’ category teams and MW’s Key Account managers
Key account management role would mean engaging with the Chains category Teams for Business planning and delivery, Promotion & Visibility planning and driving for Desired market Shares
The Role would require the ASM to engage in Data Analytics and derive insights to be applied in driving business with the Regional Chains
Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programs as designed by the company
Coach SO’s on the Mars Sales & Distribution system and drive desired productivity levels
Implement structured training interventions as per agreed calendar to continuously up skill their Sales Officers / TSI / Promoter & Merchandiser team
Recruit desired numbers of FSA’s / KAE’s / Promoters and Merchandisers of targeted profiles within specific timelines
Drive adherence and usage of SFA tools to track and build information and actionable outputs to improve in-store execution standards
Conduct Period meetings as per agreed norms to monitor performance levels across cities, SO, Distributors and Brands
Ensure efficient backend administration by way of claim submissions, expense statements, account reconciliations and signoff’s etc
In conjunction with LM, ensure a higher level of forecast accuracy on a period level and align with regional Supply chain teams to ensure efficient service levels to customer
Bachelors or MBA degree
Required to have performed an ASM Sales role for at least 4-5 years (preferably having handled Modern Trade Channel for at least year or more)
Bachelors with 5-7 years experience or MBA with 4-5 years Experience
Desirable experience in Channel Management, Direct Sales, Exposure to cold chain operations, New Business Development, Route to market development, Team handling
Experienced in working with multi-functional teams in sales, marketing, and logistics domains (direct/indirect sales, sales development, key accounts, marketing, logistics)
Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.
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