Hersheys - Area Sales Manager (5-7 yrs)

3 weeks ago


Ahmedabad, Gujarat, India iimjobs Full time

Major Duties/Responsibilities:

Manage Sales Infrastructure:

  • Able to firm up S&D plan for the year based on territory priorities and execute effectively
  • Fix quarterly phasing in discussion with SOs and build the plans at a PJP level
  • Analyze potential areas in assigned geography where Distributor appointment would enhance business prospects.

Distributor management:

  • Understands how to appoint right Distributors and evaluate them on financial strength, infrastructure, experience, market standing.
  • Make channel partner adequacy plan and ensure execution of the same
  • Lead distributor performance review and objective setting
  • Manage Distributor hygiene

Sales and Operation Management:

  • Ability to give right demand forecast
  • Analyze past trends on demand FC and course correct
  • Draft Local Trade promotion plans to fulfill gaps or where potential exceeds FC.
  • Review team on months secondary sales objectives

Review and Reporting:
Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and EDGE Scorecard and discus Sales MIS and EDGE Scorecard with the Team.

Sales Development:

  • Ability to design and execute trade promotion plan
  • Identify activation opportunity with respect to a brand, occasion or an event Communicate activity objectives/ success metrics and execution plan.
  • Ensure effective merchandising in Key outlets

Manage Talent:

  • Coach the Territory Heads on the Sales Execution and Territory Management
  • Ensure complete staffing
  • Identify Learning and Development areas for the team and lead implementation of the Sales Training Program
  • Set KRA for Self and team in line with organization priorities and ensure cascade of company objectives within team and with channel partners

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