Area Sales Manager - Bangalore

Summary:

The role of the Lead is to develop, influence and drive the implementation of the growth agenda for the area. Define allocation of sales targets to the different territories in consultation with Zonal Sales Manager based on clear understanding of calendar of inputs/market growth/category growth. Develop Sales forecast for all categories based on trends, develop channel sales strategy for geography assigned in consultation with Zonal Sales Manager.

Essential Duties and Responsibilities:

• Meet S&D targets by effective implementation of area sales & development plans.
• Plan and achieve distribution expansion as per budget plans.
• Stocks and logistics planning for the area.
• Ensure distributor claims are settled in time by proper scrutiny and on field verification.
• Ensure retention of agreed ROI for the distributors.
• Implement sales strategy to achieve targets through analysis of Nielsen & internal data of various markets.
  
• Develop distribution strategy in line with changing channel mix.
• Track availability of required manpower at DBs as per plan and monitor their performance and highlight deviations of norms to Zonal Sales Manager.
• Execute and track distribution expansion by class of towns, type of OLs and category as per plan and take corrective action, wherever required.
• Execute distributor MIS packages and ensure requisite compliance from the distributors as per agreed timelines.
• Plan for new product launches by channel based on thorough understanding of category and distribution objectives for the products to be launched.
• Execute merchandising strategy by channels / by category and ensure shelf share greater than market for Tier 1 SKUs.
• Ensure targeted productivity norms for channels and by category are met.

Required Skills / Experience / Competencies:

• Education – MBA

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• 5 – 8 years of total experience in FMCG Industry only. Minimum 2 years of working experience as an ASM
• Good experience of handling field on-roll Sales Team, Sales Associates & Merchandisers.
• Good experience of promotional planning, Budgeting & managing trade.

Preferred Skills / Experience / Competencies:

• A judicious mix of both interpersonal and business skills.
• Good communication
• Adept at MS Office
• Knowledge of BTL activities