Area Manager - Channel Sales

Education:

Graduate, MBA preferred.

Experience:

Minimum 4 - Maximum 9 years of work experience in Channel Sales & Distributor Sales Team/Retail Channel Management in the front line retail sales. Should have worked with Reputed Multi-national/Indian companies.

The candidate should be currently directly handling multiple distributors ( & their salesmen) catering to a large retail base of minimum 400-500 plus retailers across all Distributors. Experience of handling sales executive will be an added advantage.

Target Sectors:

Automotive Lubricants/ Auto related Spare parts/ Auto Ancillary/ Tyres Lighting/Batteries/Cement / Paint companies/ Consumer goods / FMCG / Household goods companies / OTC etc.

:

The TBM will ensure achievement of secondary & primary sales targets in line with growth plans across all product segments (Lubes/Filters/Batteries/Others) in his territory by effectively developing & managing his Distributor sales team & the Distributor ( & Direct accounts for OEM partner workshops/ Industrial etc where required). Among others, his Key Result Areas will include:

• Ensure Market working: Callage/productivity norms are followed for self and Distributor Sales Representatives & the Distributors.
• Ensure sales policies: Sales policies are properly implemented in the market.
• Ensure Brand communication: Brand communication / positioning / pricing as per company direction.
• Plan & implement secondary and tertiary development activity: Activity as per regional & corporate plan.
• Ensure proper merchandising: Aggressive visibility in the market for brand Gulf.
• Increase Distribution width: Minimum of 25% in his territory in the financial year.
• Aggressively implement: Ensure success of various tie -up schemes targeting Retailers / Mechanics.
• Monitor competitive activity: Pricing levels, schemes and report as required on the same.
• Train & ensure productivity: Train & ensure productivity of distributor & his team.

Desired profile / skill set:

• Should have a successful track record & clear achievement of sales growth & channel expansion.
• Should be on company rolls and directly handling distributor/s with a successful track record.
• Comprehensive understanding of and proficiency in the frontline sales process.
• Good communication skills in English / Hindi and one vernacular language.
• High energy levels and initiative.
• Good commercial understanding of pricing/schemes etc.
• Computer skills should be comfortable working on Word / Excel / Powerpoint.
• Willingness to travel for 15-18 days a month.
• Should be able to coach distributor sales representatives.
• Positive attitude & an able team player.
• Should be willing to be located / allocated across geographies.