Area Sales Manager

Role

Area Sales Manager -Coated

Location

Ludhiana

Purpose - Why does this role exist ?

Responsible for development and execution of JSW Steel brand strategy for relevant customer segment thus enabling achievement of desired profitable growth in line with overall business strategy. The responsibilities of the role include achieving primary and secondary sales targets through reach, managing key accounts and influencers - masons, contractors, architects and engineers, planning and executing marketing activations and consumer promotions, managing distributors and retailers, expanding retailer base, collecting marketing intelligence, converting leads etc. The role is also responsible for driving channel sales of branded steel products and effective implementation of key channel initiatives.

Key Result Areas (Key Performance Indicators)

• Achieve primary and secondary volume targets for JSW branded products
• Distribution Channel expansion (Distributors, Retailers)
• Planning and implementation of area sales strategy
• Driving the performance through Territory Sales managers, DGOs (Demand Generation Officers) & DSRs (Distributor Sales Representatives)
• Driving Influencers loyalty through various effective execution of various schemes and programs (Fabricators, Contractors, Architects and Engineers)
• Planning and Execution of trade marketing activities and BTL activities
• Implementation of strategies and policies as per HO Sales and Marketing
• People development

Critical Tasks and Key Activities

• Planning and Implementation of Area Sales Strategy
• Channel Expansion Strategy Distributors and Retailers
• Territory Managers (TMs), Distributor and Key Account Management
• Drive Ways of Working and the various field force staff
• Conducting Regular reviews with distributor staff and follow-up on the action points
• Execution of Branded formats appointment and execution of key programs JSW Steel Format, JSW Shoppe and JSW Shoppe Connect
• Execution of various marketing activities
• Effective management of Influencer Locality
• Competition Intelligence and timely reporting
• MIS, Data analysis and reporting
• Managing people

Decision making authority (Decisions expected)

• Team & Distributor Target Setting
• Network expansion (Distributors and Retailers)
• Branded outlet appointment
• BTL Activations
• Team Handling (TMs & DGOs)

Educational Background

• BE (Metallurgy / Mechanical) or Science graduate with MBA from premier institutes
• 8 - 10 years of experience (as ASM up to 4 years)
• Experience in sales or marketing in any of the following industries - Steel/ Cement/ Paint/ FMCG/ Telecom/ Lubes/ Batteries/ Construction chemicals/ Metals/ Tyres/ Consumer durable

Competencies

• Sales management, Key account management
• Understanding of the industry, market, customer and competition
• Negotiation and relationship management skills
• Good in data analysis, planning and forecasting skills
• Exceptional communication and interpersonal skills
• Fluency in local language (preferred)
• Training & development of manpower

Key success factors

• Sales Targets
• Team Management
• Distributor Management / Retailer Management/ Influencer Management
• Managing multiple tasks / stress
• Align with other departments at branch office and plant for effective working together in ensuring overall company objective
• Regular market visits to take customer and influencer feedback and draw insights to take appropriate actions
• Training and development of people