Senior Area Sales Manager - Beverages

What are the Key Deliverables in this role?

Financial Outcomes:

• Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach and penetration across the territory.
• Secondary sales (Retail Distribution) - Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory.

Customer Service:

• Prepare market execution plan (day-wise MJP) and submit weekly reports.
• Provide ground-level inputs for promotions, local activations and demand forecasting exercise.

Internal Processes:

• Regular analysis of primary and secondary sales data to identify gaps in the business and providing insights to Area Sales Manager about the territory.
• Claim management - Ensuring timely submission of stockiest claim along with supporting documents adhering to the company's guidelines.
• Build capability - Capability building of the indirect sales force by communicating and reviewing their delivery against expectations, and enhancing their sales skills by conducting market work with them and regular training.
• Timely review/communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery.
• Co-ordination with Finance team for pricing issues, accounts settlement, claims management.
• Effectively engage and motivate field force (TSE's, TSO's, PDSR's and DSR's) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward and recognize right behaviors.

Critical success factors for the Role:

• MBA/Similar degree.
• 4 - 6 years of FMCG work experience preferably in Beverages.
• Have demonstrated ability to deliver commercial value with strong Sales, Distribution, Trade Marketing and Channel Development skills.
• Team management experience.

Desirable success factors for the Role:

• Experience of working in an organization with mature processes around Sales Automation and Analytics.