Area Sales Manager

Position Description
Position Title
Area Sales Manager
Function
Sales
Stakeholders
Internal

• Direct Reportees:
• TSIs
• Marketing, Sales Development
• Production
• HR
• Regional Replenishment
• Finance
  

External

• Authorized Wholesalers
  

Institutions & Consumers
Location
Britannia Head Office, Bengaluru, Karnataka, India
Job Purpose
Key Job Responsibilities
Objective Setting
Ensure achievement of secondary sales targets in the assigned channel by breaking Quarterly Operating Plan (QOP) into monthly territory wise plan; communicating schemes / plans for the month to the team; setting objectives on Champion Scorecard and building commitment of team towards achieving targets. Recording & tracking achievements accordingly.
Customer Management
Ensuring that the AWs are aligned and motivated to meet business objectives. Ensuring communication of PDP (Primary Dispatch Plan) to AW and presence of adequate infrastructure. Provide support to the sales force for addressing AW specific issues like reconciliations, agreements, etc.
Manage Cold Chain Distribution System
Should have Dialogue with A/Ws to expand coverage of CRS systems.
Work closely with regional Replenishment team to ensure compliance with receivable norms and improvement in related systems.
People Management
Coordinate with HR to recruit, induct & train field force. Evaluate team individual performance & provide feedback; motivate team & build commitment toward achieving goals. Ensure adequate man-days of market working and provide on the job support / guidance for addressing territory specific issues
Commercial Management
Handle Trade Promos (Design and Execution), Business Solution Development, Annual Budgeting (Sales Budget), Customer Complaint Handling, and Market Returns.
Monitor & prevent surplus at LCA / UCA; Trade spends; Depot write-off
Trade Marketing
Ensure that Sales Support Activities are executed with excellence by designing a visibility plan and setting up visibility standards for Key and other General Trade accounts.
Shortlist Trade promotion alternatives , arrive at mechanism options and operation period. Submit Proposal in pre-defined format. Measure activity performance at periodic intervals on objective parameters. Check for adherence of A/W claims to initial Trade Promotion and sign off claim settlement.
Education Qualification
MBA
Desired competencies

• Leadership skills
• Communication skills
• Commercial Acumen
• Object Orientation
• Process Management
  

Experience (yrs)
8+ years in FMCG