Area Sales Manager

Experience Required: Typically 5-10 years (adjust as needed)

Job Purpose/Objective:

The position will serve the defined geography and will be the key enabler in designing and implementing company sales strategy through distributors and retailers in alignment of companys targets and forecasts. He will create and nurture high performance sales force and lead them to generate hit revenue forecasts and meet customer needs through a vibrant distribution channel system that results into achievement of organizational objectives.

Roles and Responsibilities

Business Driven:

• Implement sales plan, market intelligence system, strategies and policies with a view to increase/sustain market share and profitability in keeping mind the competitions activities, demand-supply scenario and regulatory issues.
• Implement policies and guidelines for smooth functioning and satisfaction of channel partners like Distributors and Retailers.
• To provide Superiors/Sales Team on updates regarding sales targets and projects (existing & new expansion plans).
• To create and communicate distributor plan which earns reputation for exceeding growth charts.
• Achieve Targets for Revenue, Reach, Profitability and New Distributor Expansions.
• Drive customer (distributors/retailers) advocacy for the brand.
• Resolve customer complaints in coordination with Team by investigating problems, developing solutions and suggesting management w.r.t key sales metrics and escalate them to upper vertical (Fortnightly).
• Coordinate the business plan with Team.

Process Driven:

• Implement policies for establishing a robust field force monitoring and people management, relationship management system in order to increase field force satisfaction and their growth.
• Manage the complete sales cycle from business development and customer acquisition to receipt of payment.
• Capability building and maximizing value by strictly adhering to safe, ethical and complaint behavior for all activities in the market including company processes for Distributor Agreement/Claim Management

People Drive:

• Advance ones own professional and technical knowledge by attending sales workshop and other educational trainings and through relevant industry publications.
• Train sales force on CRM system, proper sales technique and management of customer interaction.
• Conduct Monthly distributor/Team performance reviews, which consists of robust review of key prospects and accounts at risk and thorough review of Key Sales Metrics to drive accountability for sales results.
• Ensuring optimum utilization of CRM tools and systems like Sales Force, ERP, etc
• Recruit, nurture and prosper a high performance sales team.
• Adopt and utilize the GSPL mindset which is a business where everyone is committed to the growth of our business, to deeply value our customers, to empower our people and to embrace change and challenge the status quo.

Education & Experience Requirements

• M.B.A./PGDBM/Diploma in Sales & Marketing Management.(preferable)
• Must have at least 5-10yrs of experience in strategic sales management
• Industry Preference: FMCG or preferably in Snacks or Food industry.

Desired Competencies

Business Acumen: In-depth understanding of how a business works, how it makes money, and how strategies and decisions impact financial operational and sales results.

• System Driven: Pursue systematic management through standardization, clarification and the elimination of incorrectness.
• Customer Segmentation & Channel Management: Understands and drives to reach the widest possible customer base according to the traits of customers like their needs, buying patterns, success factors, etc.
• Account Strategy & Planning: Implements improved value driven relationships with key customers that can help in long term development retention, thereby maximizing the revenue potential.
• Integrity: They never ask their below line to do something immoral, illegal or which goes against companys core values.
• Relationship Building: They have deep commitment in helping to peers, cross-functional counter parts and upper management.
• Team Engagement: Ability to unite a team with a shared vision and know what motivate each team member
• Analytical Skill: Should use effectively data driven reports of Sales to mentor, review progress and devise action plans for achieving sales efficacy of sales force.

Negotiating & Conflict Resolutions: Through appropriate assertiveness, interviewing and actively listening, being empathetic, facilitating and mediating when needed