Area Sales Manger

3 weeks ago

Mumbai Maharashtra, India Alcon Full time

Alcon looking forward _Area Sales Manager_ -Vision care in Mumbai_

Key “Roles & Responsibilities”

Sales Planning & Coverage Management- Mapping & classification of Outlets- Developing Area Coverage Plan (ACP)- Planning & Deployment of Team- Developing Teams’ Beats - ACP as per company’s coverage Norms- On-going Addition & Re-classification of Outlets- Periodic modification of Coverage Plan-ACP as needed- Ensuring proper coverage of RKAM Doors & coordination with concerned.

RDS Management- RDS mapping, New RDS Evaluation, Selection & Onboarding.- Managing stock holding, primary sales & Collection- Ensuring agreed Service Level to the Market- Ensuring agreed investment norms - Stock, Market Credit, AR (Alcon to RDS)- Evaluating and Ensuring RDSs’ profitability- Periodic RDS’s Evaluation & Managing Exit & Replacement, as needed

Team Management- Coordinating with HR-Sales, Sourcing and Selection & Induction of the front line sales team- Targeting for the Front Line Sales Team & Communication and Alignment- On Job Training - Basis PASSION & M4R- Motivation of the front Line sales team- Monitoring of the performance of the team & Review and Feedback

Secondary & Primary Sales MANAGEMENT- Ensuring Primary Sales Phasing- Ensure proper targeting at individual SEs & Account-Door level.- Adhere to & Drive Monthly Review Cadence- Periodic Tracking & driving of Secondary Sales KPIs via SEs & taking corrective actions- Enabling team members to Maintain MSS and Increase the Total Number of Lines Sold by volume and value- Wholesale outlet opening & activation- To ensure Diligent use of data recording & tracking tools- Monitoring Visibility of outlets as per planogram- Building Monthly Demand Forecasting basis requirements & Trends

Developing Robust S&D Network- Basis Numeric & Weighted Distribution- Required profile and no. of RDS- Robust delivery and collection Management- Trouble shooting on timely deliveries to RDSs

New Product Launch Management- Creating and Implementing New Product Launches as per company’s business objectives- New product launch Tracking

Continuous Distribution & Range Expansion- Creating Distribution Benchmark/Plan and implementation- Developing and implementing Must Stock SKUs/Range Expansion plan

Sales Information System- Effectively leveraging Sales Information System- Creating Data based analysis and sales Planning system

Sales Promotion Packages/Activities Implementation- Effective implementation & Tracking of Sales Promotion inputs- Evaluating Sales PROMOTION activities as against the Objectives

Handing Competition- Tracking Competition- Evaluating impact of various competition activities- Giving system feedback about various competitive activities

TECHNICAL JOB KNOWLEDGE- Understanding of Channel Sales Fundamentals- Understanding Company’s Coverage Strategy- Market Mapping and Developing Coverage Plan- Industry Knowledge- Understanding of ALCON Sales Call Process- Understanding of Sales Policies, Systems and Procedures- Knowledge of basic Finance & Business Accounting Business Profitability Fundamentals (ROI etc.), and its Application- Understanding of Principles & Processes of Key Account Management- Advanced knowledge of MS-Excel- Understanding and proficient working knowledge of company specific technology & Reporting/Tracking tools- Understanding of various types of Sales Promotions

TECHNICAL KNOWLEDGE / QUALIFICATIONS REQUIRED

ESSENTIAL
- Graduate- Knowledge of MS Office packages essential

PREFERRED
- Post Graduate/MBA with specialization in Sales & Marketing

LIKELY / NECESSARY EXPERIENTIAL BACKGROUND

Experience
- 5-8 years in consumer-facing industry in Sales in Channel Management with a demonstrable record of having built distribution for brands in Assigned Area with a strong operational focus

PREFERRED - Optical or Related industry

Job Specific- Customer Focus- Persuasive Communication- Drive For Results- Process Orientation- Team Mgmt. /Coaching

ESSENTIAL
- Data based Analysis & decision making- Sales Planning for targeted achievement

1.Current TSM, Sr.TSM, Lead TSM part of the contact lens team qualify to apply.

2.Min. 3 rating the last two cycles

3.Should have completed at least 18 Months in the role as on 1st Oct 2022.

**Experience**:
5-8 years in consumer-facing industry in Sales in Channel Management with a demonstrable record of having built distribution for brands in Assigned Area with a strong operational focus

PREFERRED - Optical or Related industry

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