Area sales manager

4 weeks ago

Chennai Hyderabad Cochin Kochi Ernakulam, India Avani Consulting Full time
Job Description

This role is for an Area Sales Manager for India's leading FMCG company. The ideal candidate will be a highly motivated individual with a strong background in FMCG sales, responsible for driving primary and secondary sales, managing distributors, and leading a team to achieve ambitious targets.

Key Responsibilities

Field Execution

- Drive Primary, Secondary, Coverage, and Distribution targets within the assigned territory.
- Plan and execute outlet-level programs on a weekly basis.
- Ensure successful execution of new product launches and company trade programs.
- Implement effective merchandising strategies.
- Provide on-job training to DSRs (Distributor Sales Representatives), especially on new product development (NPD) brands.

Distributor Management (DD Management)

- Oversee distributor appointment and removal as per company norms.
- Motivate distributors by ensuring healthy ROI (Return on Investment) earnings and increasing involvement through recognition programs like Udaan and Food Safety Certifications.
- Manage distributor claims and reconciliation.

DSR/Merchandiser Management

- Handle DSR interviews, selection, and induction.
- Motivate DSRs to ensure healthy incentive earning and educate them on maximizing incentives by focusing on brand-wise achievements.
- Provide on-job training to DSRs on selling skills, product knowledge, merchandising, and new product launches.
- Manage merchandisers (in relevant cities) and help raise their earning potential.

Financial & Commercial Aspects

- Conduct ROI calculation as per norms and understand pricing cascade.
- Manage L&D (Loss & Damage) policy procedures for submission and issuing of claims.
- Ensure timely entry and NOC (No Objection Certificate) for distributor appointments and separations.
- Oversee Food Safety Audit compliance.
- Manage program payouts at the end of each phase as per company policy.

Business Planning & Review

- Plan for primary, secondary, coverage, and distribution targets.
- Offload monthly plans, schemes, special agendas, and incentives to distributors and DSRs.

Skills & Qualifications

- Minimum of 4 years of experience in sales in Chennai (for Chennai Metro location) or relevant experience for other locations.
- Experience in FMCG sales and business development.
- Strong capabilities in field execution, target achievement, and new product launch management.
- Proven experience in distributor management, DSR/Merchandiser management, and team motivation.
- Understanding of financial and commercial aspects related to sales operations.
- Excellent business planning and review skills.
- Any UG/PG education.

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