Job Title: Area Sales Manager

Job Profile: Supervisor Channel / Distributor Sales

Requirement: Minimum 2 years experience as ASM in top FMCG organization

Area Coverage: Will cover entire orissa

JOB SUMMARY :

Achieve product wise, rupee wise and territory wise sales on monthly, quarterly and annual basis, Provide leadership and direction to sales team to achieve sales objective.

CORE JOB RESPONSIBILITIES :

- Deliver topline sales number for the Area/State

- To plan and achieve the sales targets.

- To plan and achieve the distribution targets

- Ensure control on Damage, Returns and Expiry in line with norms

- Area & Business Planning (in line with S&D norms)

- Ensuring quality of market coverage through TSE and distribution network

- Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets)

- Monitor implementation of Distribution plan across distributor territories

- Monitor brand availability, visibility & freshness (Stock rotation)

- Drive NPI in line with CM plan across TT, PT and SS network

- Ensure that the TSE are regularly working with the ISR & visiting PT distributors

- Formulate & execute the secondary sales plan ? Area wise, TSE wise, Brand wise, SKU wise

- Conduct JCM's for TSE and review area performance every month and also attend the JCM of theTSE with the ISR once a year

- Work closely with the Ethical teams (RM & ABM in the area)

- Work atleast 2 days with the MT KDE every month

- Ensure Financial management by way of

- Implementing credit policy and credit controls

- Timely claims settlement

- Risk-free realization from the customer (distributor, institutions & cooperatives)

- Timely ROI calculation and communication for distributors

- Distributor & Infrastructure Development and Management

- Educate and train the TT and PT distributors on ANI systems & processes

- Ensure optimal stocking levels and high billing efficiency for all distributors

- Ensure distributor compliance to agreed service levels & credit terms

- Review distributor financial health (pipeline and outstanding)

- Ensure that the claims of the distributor are settled by ANI within specified time limits

- Code of conduct and compliance to stat / regulatory norms

- Adherence to code of conduct

- Adherence to SOP

- Conformation to all financial and administration systems

- To ensure that Trade Marketing activities are carried out as per norms laid down.

- Analyze the market situation and ensure accurate sales forecasting in line with ANI norms

- Compliance to statutory and regulatory norms

- Handle Legal Issues, PFA issues, packaging defects etc.

Administration Responsibilities :

- Provide administrative support to the Regional Sales Office through timely and accurate reporting

- Monitor competitor activity and ensure timely reporting of the same

- Ensure timely submission of claims for the area

People Management :

- To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.

- Facilitate and support training for the field force. Active role in developing their Skills.

- To identify good talent and develop atleast 1 TSE for higher responsibility in the long.

- To identify talent in market (attract talent /prelim interviews for recruitment)

- Localized Trade Marketing Initiatives

- To develop new business plan in order to increase volume/value sales.

- Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.

- Implement regional plans developed by the Customer Marketing Team

- Support & Provide feedback on marketing plans for the area

Minimum Work Experience/ Experience Details

3 - 9 years after MBA/PGDM

5+ years? experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems

- Must have knowledge of market dynamics, demographics of area

- Must have knowledge of Channel sales across different types of outlets

- Networking and orientation towards customer (retailers/associations) management

- Possess negotiation skills, people development, Networking Ability and influencing ability

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