Area Sales Manager - FMCG (2-5 Yrs) Andhra Pradesh (B2C/Retail/Channel Sales)

Position Title : Area Sales Manager Function : Sales Key Stakeholders: Internal : Direct Reportee s : TSI/SO, Marketing, Sales Admin, Production, HR, Replenishment, Finance External : Authorized Wholesalers, Institutions & Consumers Educational Qualification : MBA/Graduate Experience: For M.B.A. 2-5 year of sales experience (TIER 1) Desired Competencies: Understanding of channel S&D operations Leadership skills Communication skills Basic IT skills Objective Orientation Business Development Process Management Commercial Acumen Negotiation skills Market execution Key Responsibilities: Market and Sell - Manage Sales Infrastructure : Firm up S&D plan for the year based on RSM priorities.
-Fix quarterly phasing in discussion with TSIs and build the plans at a PJP level.
-Analyze potential areas in assigned geography where A/W or Distributor appointment would enhance business prospects.
-Complete and sign on the AW Evaluation format and forward to the General Sales Manager for approval.- Coordinate separation of non-performing A/Ws with Full and Final settlement and collect No Dues Certificates.- Coordinate collation of AW Stock & Sales statements at PJP Level. Finalize activity plan and individual TSI itinerary at the depot meeting based on month/business objectives, communicate these to the Field Force, Coach the TSI Team on the Call procedure execution and demonstrate the process during Field contact, make provision for mid-course changes.
-Draw out S&D/ business/TSI contact priorities for the month, monitor Field Force activity, make changes to Tour plan due to additional projects/ business exigencies for PJP planning and execution - IN ORDER TO ensure that the sales infrastructure in the assigned areas meets defined norms - Produce and deliver products and services - Manage Downstream Logistics - Facilitate movement of Modern Trade estimate with the MT Team. Discuss issue on availability at the A/W level, specially regarding trade promotions and gift/promo items.
-Dialogue with A/Ws to expand coverage of CRS systems specially using I-point. Prepare liquidation plans for SKUs where PKD is beyond 2 months and seek approval from the RSM.
-Assist the depot team in ensuring compliance with receivable norms and improvement in related systems.
-Increase the coverage of Channel Financing by facilitating interaction between the bankers and A/Ws.
-Co-ordinate with Sales Admin to issue or reverse Stop Invoice instruction based on bank advice to channel financing execution - IN ORDER TO strengthen downstream logistics with performance meeting or exceeding norms in Availability, Collection and A/W satisfaction.- Market and sell - Sales and Operations Planning: - Review S&OP docket sent from the EO. Review S&OP volumes in light of the proposed marketing initiatives. Identify areas where own estimates are below S&OP.
-Draft Local Trade promotion plans to fulfill gaps or where potential exceeds S&OP. Deploy the same to TSIs in the depot meetings and review A/W wise secondary sales objectives.
-Communicate SKU estimates where the depot level S&OP forecasts are more than 20% lower than to own estimates.
-IN ORDER TO coordinate potential secondary sales and supplies.- Market and sell- Manage Sales Support Activities: Design a Visibility plan and set up visibility standards for Key and other General Trade accounts.
-Identify activation opportunity with respect to a brand, occasion or an event; invite and shortlist external agencies for a pitch if the activity cannot be handled in house.
-Communicate activity objectives/success metrics and execution plan. Inform Team on the objectives of the activation and individual roles in the same.
-Communicate to the Team on the final codification, facilitate roll-out in the market place and track progress for the same.Develop and manage human resources - Manager Talent : - Set KRAs for the TSIs based on ASM KRAs and other local objectives. Conduct mid year discussions and provide feedback to TSIs.
-Assign ratings and discuss the BAT assessment with the employee.
-Identify learning and development areas, document these and inform TSI s of appropriate training programs. Support the implementation of the Sales Training Program developed by Sales Development.
-Coordinate recruitment of TSIs in the assigned area with HR. Review shortlisted CYs and conduct preliminary interviews. Provide orientation to selected employees - IN ORDER TO manage and develop human resources in the department.Others Responsibilities:- Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and Champion s Scorecard and discus ASM-MIS and the Champion s Scorecard with the Team.- Consumer Promos (Design and Execution) : Communicate to the Team on the objectives of the consumer promotion, K...

Payroll Type : Permanent