AREA SALES MANAGER

Purpose/Objective

The Area Sales Manager role strategically drive and manage sales operations across trade channels, non-trade client engagements, and the distribution of allied products. This role is responsible for maximizing market penetration, revenue growth, and profitability while maintaining the highest standards of customer satisfaction, compliance, and ethical conduct.

Key Responsibilities of Role

Integrated Sales Strategy and Execution: - Formulate and implement a cohesive sales strategy that encompasses trade channels, non-trade clients, and the promotion of new allied products. - Drive sales across all channels by setting and achieving comprehensive targets, adapting strategies to market conditions and customer segments. Market Analysis and Business Development: - Conduct comprehensive market research to identify new business opportunities, customer segments, potential growth areas, and 'white spaces'. - Analyse local customer needs, competitor activities, and market trends to inform sales approaches and strategies. Customer Relationship Management: - Build and maintain strong relationships with a diverse customer base, including dealers, contractors, end-users, and B2B clients. - Implement tailored retention strategies for each sales channel to ensure long-term loyalty and satisfaction. Cross-Channel Sales Performance Monitoring and Reporting: - Monitor and analyse sales performance across trade, non-trade, and allied products, identifying synergies and areas for cross-promotion. - Provide detailed reports on sales activities, highlighting performance in each channel and integrating feedback for continuous improvement. Team Leadership with Multi-Channel Focus: - Lead a versatile sales team capable of managing different sales channels and product lines effectively. - Provide training and support to ensure team members are skilled in handling the nuances of trade, non-trade, and allied product sales. Commercial and Financial Acumen: - Drive commercial success by leveraging new business opportunities and optimizing the Net Selling Price (NSP) strategy. - Manage budgets and resources to maximize return on investment and profitability. - Streamline secondary logistics to reduce transport costs and enhance operational efficiency. Compliance, Ethics, and Governance: - Ensure adherence to legal, regulatory, and corporate policies within sales and marketing functions. - Conduct regular compliance audits and integrate ethical guidelines into all aspects of operations. - Establish accountability measures to ensure governance and ethical standards are upheld. Risk Management and Internal Controls: - Identify and assess risks that could impact sales operations, including market shifts and competitive threats. - Develop robust internal control systems and conduct comprehensive risk assessments. - Monitor internal controls through regular audits and reviews to ensure compliance and effectiveness. Promotional and Branding Initiatives for All Products: - Coordinate promotional campaigns that effectively market trade products, non-trade offerings, and allied products. - Customize branding initiatives to resonate with the target audience for each sales channel. Incentive and Reward Scheme Management: - Deploy loyalty programs and incentive schemes to reward and expand the empanelled dealer base. - Administer efficient disbursement of incentives, ensuring they serve as motivators for achieving sales targets. Organizational Skills and Transparency: - Prioritize tasks effectively and manage multiple projects with agility. - Foster a culture of openness and transparency in operations, sharing information with team members and stakeholders. Market Visitation and Field Insights: - Conduct targeted market visits to address specific dynamics, resolve challenges, and identify growth opportunities. - Engage in field sales and account management, ensuring account reconciliation and prompt delivery coordination. Key Stakeholders - Internal: - Regional Sales Manager - Territory Sales Officer - Back Office Executive (Order Processing) - Regional Manager - Channel Management - Regional Manager - Planning, Pricing & Sales Coordination - Regional Manager - Brands & Promotion - Secondary Logistics - External Stakeholder: - Dealers

Technical Competencies

Consultative Selling-Cements,Customer Relationship Management (CRM)-Cements,Demand Sensing/ Forecasting-Cements,Logistics and Supply Chain Management-Cements,Loyalty Program Management-Cements,Market and Competitive Analysis-Cements,Promotional Campaign Management-Cements,Regulatory Compliance-Cements,Sales Planning-Cements,Stakeholder Management-Cements

Qualifications and Experience

Educational Qualification: - MBA or equivalent degree from a premier institute, with a specialization in Sales, Marketing, Business Administration, or a related field. Work Experience (Range of years): - 7+ years of sales experience in the cement and allied industries, with a proven track record of achieving sales targets and market expansion. Industry Knowledge: - Demonstrate in-depth understanding and proficiency in sales, specifically tailored to the Cement, Construction and Building Materials industries.