The Area Sales Manager is responsible to manage business and brand movement within her/ his territory. She/ He is responsible for developing monthly & quarterly forecasts and allocate resources in a way that sales are maximized. The Manager takes care of timely and accurate execution of planned activities in a holistic manner in co-ordination with the team.
Planning and Execution
Effective Grass Root Level Planning. Developing primary and Secondary Sales Forecast for the month and quarterPlan, create and review MJP, DCP to improve territory coverage and frequency of calls at Pharmacies and general trade outletsOptimize Resource Allocation and Utilization to maximize salesEnsuring the team achieves and maintains TCCA as per agreed deliverablesTracking and improving outlet throughput by Ensuring visibility, merchandising, availabilityEnsuring all the team members achieve their set Sales objectivesProcesses and System ManagementEnsuring Implementation of SOP and company guidelines at DistributorsEnsuring timely payment collectionEnsure timely Claim Submission and SettlementMonitoring Distribution Channel Hygiene / Market Hygiene Business Opportunity and Stakeholder development
Identifying, developing and servicing Key Accounts (KAM) for the businessPlan, implement and review promotional schemes/ offers with stakeholdersIdentify new business opportunities, distribution expansion to increase market shareMonitoring ROI of the distributorsCo-ordination & Liaising with Brand Team/ Trade Marketing team/ Sales-Operation.Servicing Customers in Vacant Territories Team Management
Ensure timely and efficient Recruitment. Train & coach the team to utilize maximum potential of individualsConduct unbiased and transparent Performance review with team members- Monthly, Quarterly and Yearly.Translate the national objectives in individual/ team/ customer objectives and actions to achieve growth and profit targets.Recognize performance on a timely basis with awards and rewards Focus on retaining employees through motivation and team buildingCounsel team members on career growth avenues.
Education & Experience
- Graduation compulsory – Full time from a recognized university, post-Graduation preferred
- 8 to 9 years of relevant experience in an FMCG organization of repute, 3 to 4 years of experience at Executive / Area Manager level.
- Strong experience in handling distributors with proven sales record
- Effective presentation, negotiation and interpersonal skills, Team management skills
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