Area Sales Manager

Found in: beBee jobs IN - 1 week ago


Jodhpur, Rajasthan, India iimjobs Full time

Job Title:
Area Sales Manager - Traditional Trade/General Trade

Base Location:
Jodhpur (Urban & Rural)

Areas to be covered:
Jodhpur, Udaipur, Bikaner & Sriganganagar

Business Size:
INR 48 CR Annually

Purpose of Job:


Drive the primary and secondary sales volume in Jodhpur 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.
  • Graduation in any stream and MBA/PGDBM in Sales & Marketing.
  • Strong experience 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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