Area Sales Manager

1 month ago

MumbaiMaharashtraPune, India iimjobs Full time

Purpose of Job : Drive the primary and secondary sales volume in Bangalore for General Trade for Baby Care, Feminine Care and Wellness Care product categories.

Operational Role & Responsibilities :

- Deliver primary and secondary sales target as per Annual Operating Plan in the assigned territory


- Timely Tracking & Monitoring performance of Channel partners and Sales team to identify deviation and plan accordingly for risk mitigation.


- Responsible for developing and expanding Sales & Profitability of the company in the assigned region.


- Add new accounts, retail partners for increasing numeric reach and weighted reach.


- Stock Management at depots & Distributors/Super Stockist/Sub-Stockist, Credit Control, Damage/Expiry Control for complete SKU and product range availability.


- Planning and implementation of sales promotional activities in the territory in collaboration with Marketing team.


- Identify and Weed out small and high impact issues faced by channel partners.


- Cultivate and maintain effective business relationships with executive decision makers in large accounts.


- Reviewing visibility of product range at retail counters.


- Analyse and control expenditures of assigned area to conform to budgetary requirements.


- Utilising retail & distribution platforms to improve efficiency and reduce distribution costs; monitoring the process flow in order to ensure the operational efficiency through dealers and distributors.

Strategic Role & Responsibilities :

- Business planning, forecasting and delivery of short term & long terms objectives (volume/ revenue/ growth/ systems & processes) at geography level and account level and product level.


- Guiding the team towards distributor appointment in line with desired business objectives and maintaining a robust and efficient Channel Partner network, through effective engagement and measures around healthy ROI management in line with defined business objectives/ processes.


- Driving sales team efficiency through regular and effective training, mentoring and coaching of sales team.


- Identification of brand building/ BTL activation opportunities and coordinating with relevant stakeholders (sales team/marketing team/ external agencies) for timely and effective execution of these activities in line with business objectives/ priorities


- Close monitoring of the competitor's activities and preparing observation reports in order to facilitate the Brand Team to compete with competition.

Education and Work Experience :

- Graduation in any stream and MBA/PGDBM in Sales & Marketing.


- Strong experience (8 - 12 years) within a large Indian or multinational organisation preferably within the FMCG industry in General Trade.


- Experience of working in territory is mandatory.


Knowledge & Skills :


- Excellent verbal and written communication skills.


- Demonstrate strong leadership skills and lead by example.


- Strong talent management to mentor and coach large sales team on company payroll and third-party payroll.


- Orientation towards achieving operational excellence in regular operational work for enhanced team productivity and delivery.


- Strong analytical skills to derive trends/projections/forecasts from reports for planning and risk mitigation.


- Strong financial acumen to evaluate business impact of various internal and external factors.


- Ability to collaborate with cross functional teams for better business patterning with Sales, GTM, Marketing, Finance, Supply Chain.


- Customer centric approach and strong relationship management for engagement of channel partners and customers

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