Proprietor at Strike Ten HR
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Area Sales Manager - Modern Trade - FMCG - South (3-7 yrs)
On of our leading Client an Indian MNC FMCG Company is looking out for ASM-Modern Trade(South)
Key Deliverables of the Role :
- Is responsible for the business operations & top-line of all Organized Retailers in his / her geography.
- Business delivery as per Monthly & Quarterly Plans
- Driving excellence in in-store Merchandising Hygiene
- Planning and / or Execution of periodical Visibility & Promotions Initiatives and Brand Activations
- Responsibility for collaborative planning, and end-to-end execution & delivery of New Product Launches
- Driving Share Gain for the Company's portfolio in relevant categories
Regional Accounts & Standalones:
- Acting single point of contact for Standalone Stores & Regional Accounts headquartered in the geography
- Responsibility of end-to-end Key Account Management, from business delivery, negotiation, closure & maintenance of Commercial Terms, to Share Gain and visibility & promotions planning & execution
National Key Accounts :
- Ensuring execution of centrally planned visibility & promotions initiatives
- Ensuring execution & adherence of on-ground aspects of Commercial Terms & Agreements made centrally between Company & Retailers
- Building & leveraging internal and external stake holder relationships to drive critical business objectives - responsible for handling and maintaining network health of the MT setup - designated Modern Trade Distributors, Company'sf Carrying & Forwarding Agents (CFAs) for his geography
Commercial, Supply Chain & IT Responsibilities :
- Coordination with Regional & National Commercial Teams on Activity Budgeting & Claims Management, Retail Commercial Terms & transactional Hygiene etc
- Coordination with Regional & National Supply Chain Teams on stock availability, PO Management, Fill Rates, Electronic Data Interchange Initiatives etc
- Driving usage, monitoring, reviewing & reporting on IT related initiatives like PDAs, Modern Trade Portal etc
Manpower Management of TSEs /Promoters / Merchandisers :
- Performance Monitoring & Review of deliverables
- Payroll & Incentive Management
- Training & Development and Team Motivation
Key Performance indicators :
- Top-line Business
- Share Gain in relevant categories
- New Product Portfolio Business
- Fill Rates
- Merchandising Audit Scores
- Developmental Agendas
- Training Agendas
Skills & Competencies :
- Think & Act Consumer
- Understanding of In-store Growth Levers
- Knowledge & understanding of Retail & Shopper led initiatives including promotions, visibility, new products & pricing
- Negotiation & Customer Management skills
- High levels of initiative & visible energy
Reporting Relationships :
- Territory Sales Executives
- ASM Modern Trade
- Division Head, South
Other Key Functional Interfaces :
Internal :
- Sales teams (Trade Marketing & Key Account Managers, Division team)
- Marketing teams
- Commercial teams
External :
- Modern Trade Distributors and their on-ground team
- Carrying & Forwarding Agents
- Promoters & Merchandisers
Qualification & Experience :
- MBA from premier institute, 2011-13 batch
- Experience in managing a territory with strong understanding of distribution in an FMCG setup
- At least one year experience of Modern Trade
- Experience of managing, training & coaching a sales team
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