Hersheys - Area Sales Manager (5-7 yrs)
3 weeks ago
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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