Area Sales Manager

2 weeks ago

Bengaluru, Karnataka, India Kosca Distribution (The Wella Company) Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Role & responsibilities: (COMPLETE FIELD WORK)

  • Deliver Volume, Value Business & Profitability against ASP ( Annual Sales Planning) for the Chain by location

  • Execution of monthly promotions with originality & creativity at each salon on alignment with their marketing & Category teams.

  • Visibility in Modern Trade is a key factor Use all POSM materials at relevant & vantage locations to improve brand visibility and shelf offtakes. Build strong relationship with salon teams is a must.

  • Review business with Chains store teams and Category Manager / Business Head on driving category specific volumes and delivering overall monthly targets fixed, for each key accounts chain.

  • Ensuring 95% OTIF ( On time in fulfilment)- Ensure fill rates are maintained and TOT are strictly adhered to.

  • Driving the promotion in the chains to have edge over the competition on visibility and overall sales. Stock planning and timely deliveries must be closely monitored.

  • Focus on market entry strategy and product placement into regional retail stores by creating differentiated promotion to attract retail customers – Health n Glow, Nilgiris, Reliance, D-marts, Vishal Mega mart, Ratnadeepetc.

  • Driving the TOT parameters with Chains to drive effective and sustainable growth (Effective use of Data Sharing, Driving multiple visibility space, Achieving the monthly Target, and timely payments)

  • Regularly have financial review with the Accounts Manager/Business Heads to ensure the Budgeted Top-line and Profit Targets are achieved.

Driving the growth with initiatives :

  • Same Store growth initiative with Store manager and HO team

  • Own the store with visibility and dominance with relation and HO support

  • Creative Merchandising/ Planogram for our brand in the category and multiple space at the stores with strong relationship with the Chain team ( Promo awareness and Brilliant execution are the key)

  • Working with RSMs / UM for Planning and execution of new Launches, Salon Promotions, Stylist incentives / boost consumption on regular intervals.

  • Drive trainers to deliver best in class training support and to monitor and ensure salons offtakes are measured and shared with Training team for process / business improvements.

  • Have periodic review on the progress of Business - Monthly, Quarterly with regular update to immediate SM/ RSMs and UM on sales trends, Market developments and competition.

  • Working with KOSCA & Key accounts finance teams for better financial control to maintain healthy market AR. ( Collection, Accounts reconciliation, Settling of Claims at Chains and Channel Partners)

  • Ensure Process orientation initiatives to increase market share with developing the team to deliver the set objectives and monitor effectiveness of the same on regular basis.

  • Pre & post sales tracking & analysis of promotions effectiveness.

Key Skills :

  • Strong communication & negotiation skills and with an approach of leading.

  • Should have experience in handling team, Key accounts across South India. Must exhibit good leadership skills in managing respectable customer relations with top clients in the professional space.

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