Area Sales Manager

Purpose of the Role

The individual in the role is responsible for achieving sales targets for the assigned territory across the following:

1) Lead & manage ready stock units for retail & wholesale distribution across urban territories through appointed RDS.

2) Lead & manage super-stockiest, sub DB and Sales Team.

Key Responsibilities S&D Operations

Responsible for:
• - Achieving revenue targets for the territory
• - Ensuring periodic primary business from the channel partners -Ensuring timely offload of monthly targets, schemes, special agendas and incentives to the Sales Team.
• - Daily monitoring of sales and retail productivity and weekly sales review
• - Continuous on the job training of Sales Team.
• - Verifying the updating/ operation of Beats through Field Assist.
• - Daily market visits of at least one route per day.
• - Monitoring secondary sales and closing stock of all distributors to ensure secondary sales are in line with primary.
• -Rollout of sales automation process ensuring adherence to automation adoption
• - Driving leading indicators like productivity percentage, lines sold, throughput etc.
• - PJP (Permanent Journey Plan) Sales Team.
• - Channel wise business plan (split between retail, wholesale and rural)

Sales & Business
• '- Responsible for ensuring success of sales development

Development projects undertaken by the company- adding new units, new sub-stockiest, wholesalers
• - Increase distribution of all brands (Numeric Distribution- adding no. of new outlets or coverage & Weighted Distribution- share of a category in a particular market)
• - Execution of launch of new products
• - Ensure to increase lines sold, effective coverage, productivity, VPO (value per outlet)
• - Ensure to increase billing efficiency of distributors product- wise
• - Appointment of new / replacement distributor

In-Store Communication
• - Execution of marketing and promotional activities.
• - Track and monitor competitor's products & activities
• - Merchandising - ensure visibility of stock in stores
• - Market hygiene maintenance, including distributor hygiene
• - Plan and implement promotional schemes in coordination with Rds.

Distributor & Route
• '- Conduct routine visits to distributors

Management
• - Maintain & develop relationships with existing distributors
• -Supervise collection, pending payments & debtors status to ensure nil outstanding
• - Ensure active participation and involvement of the channel partners to push sales.
• - Develop and maintain efficient & optimum distribution network to ensure comprehensive availability of product and service across the territory.
• - Evaluate & monitor distributor performance at regular intervals to address performance gaps effectively.
• - Undertake stock management at the distributor level.
• - Super and sub stockiest appointments/shortlisting for market expansion.
• - Ensure timely claim submissions of the distributors.

People Management
• - Lead and manage sales team.
• - To ensure that Sales Team are achieving the targets and earning incentive through the distributors.
• - Maintain a database of prospective Sales Team to ensure talent pipeline for managing attrition by keeping vacant man days to minimum.