Area Sales Manager

4 days ago


Bengaluru, Karnataka, India Yugn Management Services Full time

Position Title: Area Sales Manager

Function: Sales

Key Direct Reportees : TSI / SO, Marketing, Sales Admin, Production, HR, Replenishment, Authorized Wholesalers, Institutions & Consumers

Educational Qualification: For M.B.A. (2-5 year of sales experience), For Graduate (6-8 years of sales experience)

Desired Competencies: Understanding of channel S&D operations

Leadership skills

Communication skills

Basic IT skills

Objective Orientation

Business Development

Process Management

Commercial Acumen

Negotiation skills

Market execution

Key Responsibilities: Market and Sell - Manage Sales Infrastructure:

- Firm up S&D plan for the year based on RSM priorities. Fix quarterly phasing in discussion with TSIs and build the plans at a PJP level. Analyze potential areas in assigned geography where A/W or Distributor appointment would enhance business prospects.

- Interview parties shortlisted by TSIs and evaluate them on financial strength, infrastructure, experience, market standing and alignment with vision. Complete and sign on the AW Evaluation format and forward to the General Sales Manager for approval.

- Coordinate separation of non-performing A/Ws with Full and Final settlement and collect No Dues Certificates.

- Coordinate collation of AW Stock & Sales statements at PJP Level. Finalize activity plan and individual TSI itinerary at the depot meeting based on month/ business objectives, communicate these to the Field Force,

- Coach the TSI Team on the Call procedure execution and demonstrate the process during Field contact, make provision for mid-course changes. Draw out S&D/ business/ TSI contact priorities for the month, monitor Field Force activity, make changes to Tour plan due to additional projects/ business exigencies for PJP planning and execution

- IN ORDER TO ensure that the sales infrastructure in the assigned areas meets defined norms

- Produce and deliver products and services - Manage Downstream Logistics

- Facilitate movement of Modern Trade estimate with the MT Team. Discuss issue on availability at the A/W level, especially regarding trade promotions and gift / promo items. Dialogue with A/Ws to expand coverage of CRS systems specially using I-point. Prepare liquidation plans for SKUs where PKD is beyond 2 months and seek approval from the RSM.

- Assist the depot team in ensuring compliance with receivable norms and improvement in related systems. Increase the coverage of Channel Financing by facilitating interaction between the bankers and A/Ws. Co-ordinate with Sales Admin to issue or reverse Stop Invoice instruction based on bank advice to channel financing execution

- IN ORDER TO strengthen downstream logistics with performance meeting or exceeding norms in Availability, Collection and A/W satisfaction.

Market and sell - Sales and Operations Planning:

- Review S&OP docket sent from the EO. Review S&OP volumes in light of the proposed marketing initiatives. Identify areas where own estimates are below S&OP. Draft Local Trade promotion plans to fulfill gaps or where potential exceeds S&OP. Deploy the same to TSIs in the depot meetings and review A/W wise secondary sales objectives. Communicate SKU estimates where the depot level S&OP forecasts are more than 20% lower than to own estimates.

IN ORDER TO coordinate potential secondary sales and supplies

Market and sell- Manage Sales Support Activities:

- Design a Visibility plan and set up visibility standards for Key and other General Trade accounts. Identify activation opportunity with respect to a brand, occasion or an event; invite and shortlist external agencies for a pitch if the activity cannot be handled in house. Communicate activity objectives/ success metrics and execution plan. Inform Team on the objectives of the activation and individual roles in the same.

- Provide feedback to Sales Development on the current TOT status and competitive TOT, review effectiveness of the TOT with the Key Account TSIs. Review SKU-wise sales Trends in Modern Trade. Devise tentative promotion plan with set objectives, sales swings estimated and spends; Send the detailed proposal to the KAM in agreement with the MT ASM and MT SO; Finalize Execution details and delegate execution to the Local MT SO

- Shortlist Trade promotion alternatives, arrive at mechanism options and operation period. Submit Proposal in pre-defined format. Measure activity performance at periodic intervals on objective parameters. Check for adherence of A/W claims to initial Trade Promotion and sign off claim settlement.

- Communicate to the Team on the final codification, facilitate roll-out in the market place and track progress for the same.

Develop and manage human resources - Manager Talent:

- Set KRAs for the TSIs based on ASM KRAs and other local objectives. Conduct mid year discussions and provide feedback to TSIs. Assign ratings and discuss the BAT assessment with the employee. Identify learning and development areas, document these and inform TSI's of appropriate training programs. Support the implementation of the Sales Training Program developed by Sales Development.

- Coordinate recruitment of TSIs in the assigned area with HR. Review shortlisted CYs and conduct preliminary interviews. Provide orientation to selected employees

IN ORDER TO manage and develop human resources in the Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and Champion's Scorecard and discus ASM MIS and the Champion's Scorecard with the Team.

- Consumer Promos (Design and Execution) Communicate to the Team on the objectives of the consumer promotion, KSFs and the execution details

- Business Solution Development: State requirement for developing system/ automation solution to streamline/ accelerate manual processes that can be standardized/ automated; provide feedback on the developed system while using in real time environment

- Annual Budget ing (Sales Budget): Project category and growth trends based on competition activity/ intelligence and local trends, provide input at Regional Level on the extent of S&D expansion planned and the estimated impact on sales as a result, add inputs to the Regional Sales Planning exercise in shaping the state S&D plan, provide inputs on the manpower requirements for the next year at the Area level

- Customer Complaint Handling Resolve customer issues by meeting the consumer along with the T.S.I. if the natur e of the complaint is serious or on escalation, Revert to the consumer on the on with the Action Taken Report

- Market Returns: Evaluate the summary of Market Returns AW wise, investigate on A.W.s where Market returns show variance on the higher side and fin ally submit the summary for approval.

(ref:iimjobs.com)
  • Area Sales Manager

    4 weeks ago


    Bengaluru, Karnataka, India Novo Nordisk Full time

    By continuing to use and navigate this website you are agreeing to the use of cookies Accept Close Press Tab to Move to Skip to Content Link Search by Keyword Search by Location Loading Category Select how often in days to receive an alert xc3x97 Select how often in days to receive an alert Area sales manager Category...

  • Area Sales Manager

    3 weeks ago


    Bengaluru, Karnataka, India Even Full time

    Job DescriptionJob Title: Area Sales Manager Offline Agency Insurance SalesLocation: Race Course Rd, BangaloreExperience: 1+ years in Sales ( Health Insurance preferred)Salary: Competitive + Incentives up to 1,00,000/monthEmployment Type: Full-timeAbout Even HealthcareEven Healthcare is revolutionizing the healthcare industry by providing comprehensive and...

  • Area Sales Manager

    3 weeks ago


    Bengaluru, Karnataka, India Anything Skool Limited Full time

    Job DescriptionJOB DESCRIPTION - RSMPromoters of Liberty, the pioneering footwear company, have launched an innovative concept of One Stop School Shop called Anything Skool. The concept has been evolved to service the school requirements to alleviate the difficulties faced by both the parents and the school managements alike, for getting value for money...

  • Area Manager

    3 weeks ago


    Bengaluru, Karnataka, India BSH Home Appliances Group Full time

    Job DescriptionTomorrow is our home.Start at BSH Home Appliances Group if you believe in delivering quality: As a leading manufacturer of home appliances and solutions, we can rely on our employees who do their best. With our global brands Bosch, Siemens, Gaggenau and Neff as well as our local brands, we fully trust in their excellent work. In return, they...

  • Area Sales Manager

    3 weeks ago


    Bengaluru, Karnataka, India Lenskart Full time

    Job Description- Responsible for business development within assigned territories, managing P&L, and driving sales in line with company objectives.- Coordinate closely with production and logistics teams to ensure timely order fulfillment and proper documentation.- Analyze market data to create effective plans for engaging target audiences and increasing...

  • Area Sales Manager

    3 weeks ago


    Bengaluru, Karnataka, India Aditya Birla Group Full time

    Job PurposeTo devise and implement seasonal sales and marketing plans for Linen Club Apparel and drive aggressive and sustainable profitable growth in the Linen Club Apparel in line with the Business Vision Job Context Major ChallengesJob Context - Over the years Linen Club has evolved in a prominent brand in the domestic linen fabric market with a...

  • Area Sales Manager

    3 weeks ago


    Bengaluru, Karnataka, India Kotak Mahindra Bank Full time

    KMBL - Area Sales Manager - Loan Against Property Grade M5 M6 Location Kerala 158192 ASM will be responsible for managing entire Kerala business Evolve operationalize sales plan to achieve volume SoH and market share targets Monitoring market competition identifying quantifying new markets channels for growth Channel Management ...


  • Bengaluru, Karnataka, India Halma PLC Full time

    Key ResponsibilitiesThe role has the following key deliverables:- Developing and implementing sales plans and strategies to achieve defined sales targets.- Identifying and pursuing new sales opportunities within the assigned area- Developing and maintaining strong relationships with key customers and stakeholders- Providing guidance, support, and training to...

  • Area Sales Manager

    3 weeks ago


    Bengaluru, Karnataka, India Masflair Leadership Solutions llp Full time

    About the CompanyA leading global manufacturer of tiles, bathware, and sanitaryware with a strong market presence and state-of-the-art manufacturing facilities across India. The company operates 15 manufacturing plants and has an annual turnover exceeding 1500 Crores, serving domestic and international markets with a reputation for quality, innovation, and...

  • Area Sales Manager

    3 weeks ago


    Bengaluru, Karnataka, India Tekpillar Service Pvt. Ltd. Full time

    Join a well-established and respected organization in India's private sector, widely recognized as an exceptional workplace. Be a key player in a dynamic, target-driven team that's shaping growth across the nation.Your Role :- Take charge of identifying and appointing capable advisors in your designated area.- Cultivate high performance by mentoring your...