Area Sales Manager

1 month ago

Mangaluru, India AB InBev India Full time

Do you want to be a part of the fascinating story of over 500 iconic brands spanning across more than 100 countries?


Being the best beer company starts with finding the best people. While we have big brands, we have bigger opportunities as well.


AB InBev India is looking to hire an Area Sales Manager for its beer function, based out of Mangalore location.


Primary Purpose of the role -

Responsible for executing the sales strategies and plans to achieve sales and market share, growth targets. Also responsible for supporting local level marketing initiatives, ensuring timely collections for own area and maximize the allocated budget and discount structure to achieve targets.


Responsibilities

Selling and Promotional Activities-

  • Forecast and achieve the budgeted volume and market share for the given area.
  • Execute local level marketing activities and schemes, monitor competitor activities, key accounts, market trends, opportunities and future prospects and build strategies accordingly in consultation with the reporting manager/Regional Sales Head.

Resources Management-

  • Ensure market coverage as per norms by TSE/HE Specialists and also work in the market as per coverage norms.
  • Responsible for planning any company’s asset allocation such as GSBs, Chillers, etc and ensure the assets are in place as per approved plan.

Stakeholder Management-

  • Build relationships across accounts and Route to market to ensure achievement of all the commercial metrics.
  • Ensure execution of the accounts as per the Trade Marketing strategy- Partner with the Trade marketing team to identify, liaise and execute the Accounts as per the experiential focused sales activities.

Sales Processes-

  • Drive Sales technology to capture and review on a regular basis, identify opportunities and develop sustainable competitive sales strategy for the states handled.
  • Plan and forecast sales and market share targets for the defined region on a weekly/monthly basis.

Market Expansion-

  • Develop new markets to achieve growth and penetration targets


Key Interactions

Internal-

Sales Analyst/Sales Team/PPM-

  • Seek data on sales trends, industry trends, competitors
  • Drive the Sales Excellence Program across the region and build the culture of leading sales in the ABI way

Marketing / Commercial integration

  • Capture and effective execution of Brand strategies in the region
  • Plan and forecast sales and market growth targets and opportunities for the region
  • Develop and execute sales and marketing plans for the region

Supply & Planning

  • To ensure reporting of timely information of products reaches the team based out of the breweries.
  • Actively drive S&OP
  • Communicate monthly and 3 monthly sales plan and follow-up for timely delivery of goods

Legal Team

  • Ensure compliance with all applicable laws and regulations and consult legal team in case of any deviances
  • For contracts Management
  • Managing consumer/customer complaints handling

Finance Team

  • Seek Credit & Collections policy guidelines, data on budget and variance, support on determining financial feasibility/impact of schemes and other sales related initiatives.
  • Seek appropriate decision support inputs for enhanced market response.
  • Ensuring adherence to financial discipline/DAG/Discount slabs in the sales team.

People Team

  • Seek support on people related issues like recruitment, development, talent management, etc.
  • Drive/Increase engagement in the Sales team with the help of Regional People Partner


External-

Trade

  • Interact with major CFAs to track market movement of stocks and resolve any critical or chronic issues.
  • Implement trade schemes and promotion programs.


Qualifications


  • Graduation with 3-5 years’ experience
  • Ideal – Post Graduation (MBA in Sales and Marketing from Good B-School) with 2-4 years’ experience
  • Superior knowledge and familiarity of market, customers and information channels


Skills and/or knowledge

  • High drive for results
  • Analytical mind, especially on finance and sales analysis
  • Excellent strategic thinking and planning ability
  • Strong communication, negotiation and interpersonal skills
  • Provide coaching and training to the team to deliver better business results


Personal Attributes


1. High energy

2. Solution-oriented and positive attitude

3. Exceptional customer orientation

4. Fast-mover, quick to adapt

5. Flexibility and resilience in a fast-moving environment

6. Integrity and professionalism


Quench your thirst for success. Come, accept the challenge


"At AB InBev, we are committed to our purpose of bringing people together for a better world – regardless of race, ethnicity, age, sexual orientation, gender or any other difference."

And above all of this, an undying love for beer

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