Area Sales Manager

Department: Sales

Work Location: Aurangabad

Grade: M1/M2 Travel Required: Yes

Reporting to: Administrative Regional Manager (RM)

Reported by : Sales Officer / Sales Representative (SO / SR)

Functional: Regional Sales Manager(RSM)

Educational Qualification: Graduate ( MBA Preferred)

Experience: 5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.

Any additional requirement: Purpose of the Position (Job Summary)

- To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growth.

KEY ROLES AND RESPONSIBILITIES:

Financial

- Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an areal scale, sales targets and volume goals for each product/brand, in consultation with the

Regional Sales Manager :

- Managing distributors to ensure primary the sales plan is achieved as per defined objectives

- Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOS

- Ensure timely clearance of outstanding payments from distributors

- Customer Orientation

- Capturing feedback from retailers on secondary scheme, NPD and distribution services

- Resolving retailer complaints with company or distributor

- Managing customer complaints including sales return In case of sales return

- Discussing service feedback with respective distributors as obtained from outlets

- Creating area coverage expansion plan based on market intelligence and inputs from SO.

Implementing the coverage expansion in alignment with company objectives and RSM :

- Ensuring new distributors on-boarding as per defined norms

- Timely resolution of key channel partner issues

- Monitoring product movement at distributors by taking weekly updates from SOS of stock and credit limits

- People Orientation

- Defining tasks for day (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer

- Mentoring and coaching mapped company SO's

- Evaluating SO performance and creating customised action plan for each SO

- Internal Business Process

- Conducting Retailer visits to observe product visibility, NPD/focus articles availability and merchandising utilization

- Based on market visit highlighting gaps in the market and developing an action plan with SO.

- Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team

- Compiling market working reports from SOS and sharing with admin team

- Analyzing competitor report shared by SOS and preparing action plans to counter competition

- Communicating trade promotion schemes to SOs and Distributors

- Preparing MIS reports for target vs actual sales and other objectives

- Timely review of monthly/quarterly performance with RSMs, SOS, and distributors

- Providing sales forecast support to RSM

- Focus on implementation of company's strategic objectives for assigned sales area.

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