Roles and Responsibilities

Job Purpose/Objective :

Area Sales Managers will serve as the conductors of a company's revenue engine. They will create and nurture high-performance sales teams, and lead them to generate hit revenue forecasts and meet customer needs through a vibrant distribution channel system.

Responsibilities : 

- Take ownership of setting up distributors as per company policy guidelines in the new vacant areas within assigned territory.

- Take ownership of sustaining/growing sales revenue by setting/monitoring sales fundamentals monthly, quarterly & yearly.

- Facilitate, develop and retain business development with ensuring a strong distribution channel network.

- To formulate sales strategies with distribution plan & its management and below sales force to achieve growth charts.

- To develop highly collaborative client relationship by providing excellent customer service and establish a strong relationship which results into the generation of repeated business through successful follow-up

- Direct external customer engagement activities used to deepen customer relationships and deliver market-specific value propositions.

- To provide senior management on updates regarding sales targets and projects (existing & new expansion plans).

- To create and communicate distributor plan which earns a reputation for exceeding growth charts

- To coordinate with information (data-driven) and exchange with other departments to improve customer service in everyone respective areas.

- Resolve customer complaints in coordination with Sales Officers by investigating problems, developing solutions and suggesting management w.r.t key sales metrics and escalate them to upper vertical (Fortnightly)

- Coordinate the business plan with top leadership tank in conjunction with Sales Officers and Sales Executives. (Quarterly)

- Become a coach to the sales team and nurture relationships with the sales force in order to help them achieve their goals.

- Assess at ground level customer needs and suggest solutions that can be retained and which can expand product lines that yield maximum profitability. Suggest the updating and integration of product packaging that increase retail sales(Monthly)

- Recruit, nurture and prosper a high-performance sales team.

- Advance ones own professional and technical knowledge by attending sales workshops and other educational trainings and through relevant industry publications.

- Train first-hand employees on CRM system, proper sales technique and management of customer interaction.

Education & Experience Requirements : 

- Graduate in any discipline

- Certification in Sales Management, Diploma/Degree in Management (preferable)

- Must have at least 7+ years of experience in product sales and in team handling

- Industry Preference: FMCGs in Retail sector (apart from Dairy, Beverages, edible oil). Few benchmarks can be from Cigarette Retails, similar product companies(like ITC, Balaji, Haldiram, Crax, Pale, Brittannia, etc)

Desired Competencies : 

- Communication Skill: -they listen first and speak second. They are aware of the message they transmit to their team, how its delivered and how its perceived.

- Integrity and Trust: They never ask their below line to do something immoral, illegal or which goes against company's core values.

- Relationship Building: They have deep commitment in helping to peers, cross-functional counter parts and upper management.

- Empathetic: They understand customer(Distributors) viewpoint and customer service

- Team Engagement: Ability to unite a team with a shared vision and know what motivate each team member

- Analytical Skill: Should use effectively data driven reports of Sales to mentor, review progress and devise action plans for achieving sales efficacy of sales force.

- Stress Management: Ability to drive sales targets by prioritizing and effectively managing time.

- Negotiating & Conflict Resolutions: Through appropriate assertiveness, interviewing and actively listening, being empathetic, facilitating and mediating when needed

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