Field Sales Team Leader

7 days ago

Cochin Kochi Ernakulam Hyderabad Secunderabad Telangana Chennai, India beBeeAreaSalesManager Full time
Job Description

We are seeking a highly skilled and motivated individual to fill the role of Area Sales Manager. The ideal candidate will have a strong background in FMCG sales, with experience in driving primary and secondary sales, managing distributors, and leading teams to achieve ambitious targets.

The successful candidate will be responsible for executing outlet-level programs, ensuring successful new product launches, and implementing effective merchandising strategies. They will also oversee distributor appointment and removal, motivate distributors to increase ROI earnings, and manage distributor claims and reconciliation.

Key Responsibilities:
  • Drive Primary, Secondary, Coverage, and Distribution targets within assigned territories.
  • Plan and execute weekly outlet-level programs.
  • 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:
  • Oversee distributor appointment and removal as per company norms.
  • Motivate distributors by ensuring healthy ROI earnings and increasing involvement through recognition programs.
  • 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.
  • 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 policy procedures for submission and issuing of claims.
  • Ensure timely entry and NOC 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.
Required Skills & Qualifications

The ideal candidate should possess a minimum of 4 years of experience in sales, preferably in the FMCG industry. Strong capabilities in field execution, target achievement, and new product launch management are essential. Proven experience in distributor management, DSR/Merchandiser management, and team motivation is also required. Understanding of financial and commercial aspects related to sales operations is necessary. Excellent business planning and review skills are a must.

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