Senior Area Sales Manager

Description

KEY RESPONSIBILITIES :

1. 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

2. Area Business Planning (in line with SD norms)

• Ensuring quality of market coverage through TSE and distribution network
• Achieve SD 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 the TSE 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

3. 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

4. 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

5. 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

6. 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

7. 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)

8. Localised 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

Key Behavioral Competencies Required :

• Leadership
• Interpersonal and team building skills
• Communication skills
• Analytical skills
• Negotiation skills and influencing ability
• High degree of initiative and enthusiasm
• Mobility, Adaptability
• Achievement orientation
• Planning and organizing ability

Experience:

• Graduate with 10+ years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 5 yrs experience Mobility Interpersonal skills IT - computer skill, MS office

Technical Knowledge / Skills Required:

• Knowledge of Sales systems and processes
• Knowledge of market dynamics, demographics of the area
• Knowledge of various statistical techniques, operating packages
• Financial Marketing management
• Logistics supply chain management
• Understanding of basic science and product knowledge
• Networking and orientation towards customer (retailers/associations) management.
• People management
• Computer skills - MS Office