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Area Sales Manager

2 months ago

vadodara, India Bata India Limited Full time

Primary responsibilities:


-Sales & Distribution Management

  • He will be responsible for building up the Weighted distribution of the geography through appointing the Industry top distributors.
  • Ensure right MBO’s are covered under the marketing/promotion communication.
  • Go-to-market- Review and create required Go-to-Market to build distribution in the area to ensure targeted Numeric and Weighted distribution along with Share of market.


-Channel Partners Management

  • Engage with Channel partners to ensure short and long term objective alignment on the objectives along with the key responsibilities of these partners e.g servicing to MBOs, ROI discussions, DBSR deployments
  • Identify and activate new channel partners to increase sales in the area
  • Screening of customer claims and ensure their settlement


-Trade Management

  • Review Terms of Trade between Distributors and the Trade to ensure high service levels and win-win arrangements to conduct a smooth business


-Systems & Process Management

  • Ensure system hygiene is maintained by implementing settlement procedures, issue resolutions, adherence to weekly and monthly activities and escalation matrix
  • Provide timely information on competition to the ASM for better forecasting and scheme designing.


-Revenue Management

  • Ensure Annual, Quarterly and Monthly goals are achieved at overall value, category and brand level
  • Ensure Secondary Sales numbers of his Team.


-Team Management

  • Ensure team development through class room and on-the-job training to bridge functional competencies gap
  • Ensure everyone performs on the pre-defined KPIs by aligning them, reviewing them on periodic basis
  • Ensure all norms and guidelines are followed in the assigned area to bring in team efficiencies
  • Ensure Execution and compliance with Sale Force Automation tools


-People Management

  • Hiring of appropriate staff (FSR)
  • Training of people (FSR) on Product, Competitive products, Consumer and Operations
  • Motivation and retention of staff (FSR)