Area Sales Manager - Paints

Reports to : Zonal Manager

Direct Reportees : Sales Officers / Senior Sales Officer / Depot Head

Job Description :

- Manage the sales team to implement plans for the assigned area.

- Deliver value growth and market share gains with OD and discounts in control

- Drive channel architecture and metrics

- Demand generation and channel expansion

Key Objectives/Principal Accountabilities :

1. Formulate product-wise monthly sales and collection plans for his area and motivate his team to deliver plans on Value growth and within specified discount and credit norms

2. Ensures that objectives laid out by the organization are delivered for the assigned geography :

a. Pricing

b. Managing delivery of High Potential Key Retailer Plans / Channel Expansion Plans / Fortress company Plans

c. Billing to adequate number of accounts per sales personnel and Range Selling

d. Developer

e. Ensuring all accounts are working to optimum capacity

3. Maintain and nourish strategic relationship with key channel partners for greater stock uptake and to garner market intelligence.

4. Implement Town/cluster specific demand Generation activities to enhance brand preference among influencers/consumers as also implement National / Regional DG Initiatives.

5. Adhere to the laid down sales processes in respect of :

- Inviolable Controls

- PDR (Plan -do-review)

- PJP (Permanent Journey Plans)

- DSR (Daily Sales Reports)

- Sales Forecast

- Customer Service (CSO - Telecaller - C&F Manager)

To ensure standardization of processes for effective sales strategy execution

6. Drive timely completion of Performance Management exercise and identify the training and development needs of the team.

Functional Responsibilities/Network :

- Interaction with the Regional Logistics Manager on depot operation and supplies

- Interaction with the Regional Trade Marketing Manager on demand generation and activation plans

- Interaction with the Regional Commercial Manager and Accounts department

- Interaction with the Regional Human Resource Manager for all HR requirements.

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