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Area Sales Manager


Vatatree Consulting


Location

Bijapur | India


Job description

Description

The role incumbent is responsible to drive sales and distribution for the company products and manage his or her allocated territory and the customer through his/her sales team.

Eye for business expansion and develop the market to deliver to its fullest potential. Build a strong distribution network and manage its health effectively.

Responsibilities

Business Objectives:

  • Responsible for achieving Primary and Secondary Sales targets for the assigned territory through effectively driving KPIs – distribution, visibility, freshness and In-store execution, in line with Sales Strategy and Policy.
  • Effectively motivate and manage the teams – driving productivity and ensure attrition within norms.
  • Coach and develop his/her team to deliver on the business objectives.
  • Optimal deployment of manpower and coaching and onboarding new joinees effectively
  • Relationship management with his/her distributors and key customers.
  • Market mapping, territory planning and appointment of distributors as per business requirement.
  • Ensuring distributor investment as per plan and managing the distributor's business health and hygiene as per company norms.

Role

Sales Planning

  • Defining the Monthly, Quarterly and Annual Business Plan for the assigned area.
  • Detailing the Annual Business Plan in terms of Volume, Distribution, New Initiatives, Market Expansions and Distributor Investment at the route level.
  • Converting the objectives/targets SO-wise, distributor-wise, DSM-wise and beat- wise in coordination with the SO team.
  • Develop brand pack, sales and distribution plan for existing and new products by analysing the sales data.
  • Weak Area Market Development Plan.
  • Develop plans for secondary schemes in line with market requirements.
  • Forecasting and trend analysis.

Customer Management

  • Outlet Growth Mapping of customers to deliver to potential – Identify, Evaluate, prioritize opportunities and execute.
  • Building close relationship with top first business & vintage customers

Distributor Management

  • Plan and appoint right quality of distributors as per approved investment norms.
  • Ensure selection and appointment of right quality of salesman at the distributor points.
  • Ensure infrastructure and investment – stock/credit/vehicle – as per agreed norms.
  • Coach and engage the distributor team to be closely aligned with the company objectives.
  • Perform a distributor health check on a quarterly basis.

Territory Operations and Sales Management

  • Review, track and monitor sales performance across the territory.
  • Conduct weekly review meetings with the team on the admin day.
  • Plan and execute service levels through proper coverage and route-beat frequency as per the market needs.
  • Ensure proper working capital management (Credit Management) for the distributor.
  • Ensure BG (Bank Guarantee) renewals and Full and Final settlement closure of distributors within a week of ceasing operations.
  • Ensure 100% AOG adherence, Botree Billing and SFA Usage.
  • Ensure pricing as per company norms.

Business Analysis

  • Review and analyse business performance of his/her territories
  • Primary, secondary volume and WOD report
  • One-sheeter report – range selling (brand & pack), channel contribution, discount analysis, unbilled retailers
  • SFA Usage report
  • Review and update retailer master database

Market Intelligence

  • Report competition activities on a daily and weekly basis.
  • Monitor pricing of competitor brands and create an effective selling story for the team.

Criteria

Experience: 3 to 5 years of experience, with channel management expertise in a FMCG.

Educational

Qualification: Master of Business Administration (Full time)

Language: Local language, Fluency in English

Skills: sales & distribution,fmcg,distributors,team management,tactical sales planning,territory management


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