30006010 - ASM - GT - Hyderabad

Area Sales Manager

JOB DESCRIPTION

Role Area Sales Manager

Title/Designation Manager

Function Domestic Sales

Department Consumer Products Division - Sebamed

Reporting to Zonal Sales Manager

Job Grade/Level L5 (B)

Direct Reportees 5 - 6

Indirect Reportees NA

Role Objective: Drive and achieve sales targets in the assigned area by effectively managing a team of territory sales managers. Foster strong relationships with key partners to enhance product penetration and increase customer engagement

KEY RESPONSIBILITIES

Business Development

• ? Execute the defined sales and marketing strategy to drive sales for General Trade and stand-alone stores in the assigned area 
• ? Implement strategies for different trade segments and ensure optimum utilisation of trade marketing resources
• ? Develop a robust go-to-market strategy leveraging data analytics, optimising logistics, and fostering strong distributor partnerships to enhance distribution reach and ensure effective new product introductions
• ? Assess sales performance to find opportunities and adjust tactics and strategies based on feedback and data
• ? Conduct thorough market analysis to understand customer preferences, market trends, and competitive activities
• ? Assist in developing effective stakeholder engagement strategies  
• ? Cascade the area targets into territorial targets by providing direction to Territory Sales Manager
• ? Ensure competitor analysis as appropriate to understand market trends for the territory

Sales Management

• ? Set achievable sales targets for the team and monitor progress to drive performance
• ? Monitor achievement of sales targets in the assigned area to meet revenue goals and increase market share 
• ? Ensure optimal merchandising and strategic product placement in retail stores
• ? Engage with customers to drive desired business outcomes
• ? Ensure volume growth by identifying new avenues for business across key customers
• ? Evaluate team performance metrics consisting of call average coverage and repeat coverage and create a plan to address any gaps
• ? Analyse field efforts and provide periodic feedback to the sales associates based on strategy
• ? Implement advanced sales tools like Sales and Operations Planning (S&OP) and Sales Force Automation (SFA) to enhance distributor collaboration and efficiency
• ? Monitor team’s adherence to the sales team charter, which outlines processes, governance, and structure for managing sales across General Trade
• ? Plan promotional campaigns to boost brand visibility and sales
• ? Assist in new product launches to ensure their success, from availability phase to the promotional phase
• ? Conduct periodic review meetings with the team and provide updates to Zonal Sales Manager
• ? Adjust sales tactics and strategies based on market feedback and data analysis to optimise performance
• ? Communicate performance updates, market analysis, strategic initiatives, and business projections to key stakeholders

Channel Management and Stakeholder Engagement

• ? Ensure effective new product introductions and facilitate the growth of individual brands through effective go-to-market strategy execution
• ? Foster strong relationships with stockists and trade partners by proactively resolving issues
• ? Participate in regular meetings with key accounts, distributors, and channel partners
• ? Monitor inventory levels and coordinate with supply chain teams to ensure product availability across channels
• ? Evaluate channel performance and provide recommendations
• ? Maintain channel hygiene while implementing sales strategies

People and Culture

• ? Promote and embody the USV Credo
• ? Cultivate a positive and inclusive team culture that encourages collaboration and transparent communication. 
• ? Guide the development of the function’s workforce and recruitment plans
• ? Foster a culture of meritocracy through periodic performance reviews of direct and indirect reportees, providing constructive feedback and recognition
• ? Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward
• ? Identify high-potential candidates in consultation with the Zonal Sales Manager and groom them to take up the next role 
• ? Guide reportees on operational, financial, and people matters, offering advice to overcome challenges, optimise performance to achieve sales

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with: Territory Sales Manager, Area Sales Manager, Functional Teams of Finance, Supply Chain, Procurement, Zonal Sales Manager  

Nature of Interaction: Effective communication in connection with instructions, requests or normal work tasks, motivating the team, handling escalations

Type of Interaction: External

Interaction with: Customers /CFAs / Stockist / Retail Outlets

Nature of Interaction: Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients 

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• ? Must have a minimum of 8-10 years of overall experience, with 5 years in General Trade and FMCG sales
• ? Must possess extensive functional and process knowledge in sales, including expertise in sales strategies, channel management, and customer relationship management within FMCG (Personal Care), along with experience handling first-level managers like TSI/SO and a smart understanding of the sales area 
• ? Must demonstrate strong communication, negotiation, and leadership skills, good networking and team management capabilities

Academic Qualifications & Certifications

• ? Educational Qualification:  Bachelor’s Degree in Business, Marketing or a related field, with a preference for a Master of Business Administration in Sales and Marketing 

Behavioural Competency (Proficiency Levels from 1 – 5, with 1 being the lowest and 5 being the highest)

Achievement Orientation (4) 

Problem Solving and Decision Making (3) 

Integrity and Process Compliance (4) 

Effective Communication (3) 

Customer Orientation (3) 

Team Management (3) 

Collaboration (3) 

Planning and Execution (3)