Senior Area Sales Manager - General Trade - FMCG

What are the Key Deliverables in this role?

Financial Outcomes:

• Define and execute overall S&D territory plan, capturing market growth opportunities with clear focus on profitability.
• Lead business planning and forecasting for the assigned territory.
• Anchor achievement of volume and value targets by Month, QTR and Year.
• Manage cost for the territory as per plan - subsidy, 3P manpower cost, etc.
• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.

Customer Service:

• Define and execute overall S&D territory plan, capturing market growth opportunities with clear focus on profitability.
• Lead business planning and forecasting for the assigned territory.
• Anchor achievement of volume and value targets by Month, QTR and Year.
• Manage cost for the territory as per plan - subsidy, 3P manpower cost, etc.
• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.

Internal Processes:

• Define and execute overall S&D territory plan, capturing market growth opportunities with clear focus on profitability.
• Lead business planning and forecasting for the assigned territory.
• Anchor achievement of volume and value targets by Month, QTR and Year.
• Manage cost for the territory as per plan - subsidy, 3P manpower cost, etc.
• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.

Innovation and Learning:

• 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.

What are the Critical success factors for the Role?

• MBA/ Similar degree
• 6 - 8 years of relevant work experience
• Have demonstrated ability to deliver commercial value with strong Sales, Distribution, Trade Marketing and Channel Development skills
• Team management experience

What are the Desirable success factors for the Role?

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