Job
Description
About Danone Group: Mission: ‘Bringing Health through Food to as Many people as Possible’ Danone, the only food group in the world to focus solely on health, is comprised of three divisions, holding global leadership positions in each division: Dairy, Waters and Specialized Nutrition. Danone’s dual focus on commercial performance and societal responsibility, combined with an ongoing commitment to innovation and the strengthening of its health-oriented brands, has resulted in strong performance worldwide. Danone employs more than 100,000 people across the globe, recording more than €20 billion turnover. India is among the countries in the ISEA region wherein Danone has its presence. Other countries in this region include Malaysia, Thailand, Vietnam, Cambodia, Myanmar. More information can be found at www.danone.com About Danone India: In India Group Danone operates as Nutricia International Pvt Ltd, which specializes in nutrition with a portfolio of products for pregnant mothers, infants, young children as well as adults. These products are manufactured in India and sold nationally under recognized brands including Farex, Protinex, Dexolac and Nusobee. Danone employs more than 1,000 people across India with over €75 million turnover. With the head office in Mumbai, Danone has a factory located in Lalru, Punjab. More information can be found at www.danone.in Roles and Responsibilities: The Area Sales Manager is responsible to manage business and brand movement within her/ his territory. She/ He is responsible for developing monthly & quarterly forecasts and allocate resources in a way that sales are maximized. The Manager takes care of timely and accurate execution of planned activities in a holistic manner in co-ordination with the team. Main Duties and Functions: Planning and Execution • Effective Grass Root Level Planning. • Developing primary and Secondary Sales Forecast for the month and quarter • Plan, create and review MJP, DCP to improve territory coverage and frequency of calls at Pharmacies and general trade outlets • Optimize Resource Allocation and Utilization to maximize sales • Ensuring the team achieves and maintains TCCA as per agreed deliverables • Tracking and improving outlet throughput by Ensuring visibility, merchandising, availability • Ensuring all the team members achieve their set Sales objectives • Processes and System Management • Ensuring Implementation of SOP and company guidelines at Distributors • Ensuring timely payment collection • Ensure timely Claim Submission and Settlement • Monitoring Distribution Channel Hygiene / Market Hygiene Business Opportunity and Stakeholder development • Identifying, developing and servicing Key Accounts (KAM) for the business • Plan, implement and review promotional schemes/ offers with stakeholders • Identify new business opportunities, distribution expansion to increase market share • Monitoring ROI of the distributors • Co-ordination & Liaising with Brand Team/ Trade Marketing team/ Sales-Operation. • Servicing Customers in Vacant Territories Team Management • Ensure timely and efficient Recruitment. • Train & coach the team to utilize maximum potential of individuals • Conduct unbiased and transparent Performance review with team members- Monthly, Quarterly and Yearly. • Translate the national objectives in individual/ team/ customer objectives and actions to achieve growth and profit targets. • Recognize performance on a timely basis with awards and rewards. • Focus on retaining employees through motivation and team building • Counsel team members on career growth avenues. Organization / Reporting The incumbent will report into the Zonal Sales Manager Requirement: Education: • MBA compulsory – Full time from a recognized university Experience Needed: 8 to 9 years of relevant experience in an FMCG or Pharma organisations, 3 to 4 years of experience at Executive / Area Manager level in General Trade division. Has worked in Bangalore in his prior experiences. Desired Candidate Profile: • Strong experience in handling distributors with proven sales record • Effective presentation, negotiation and interpersonal skills • Team management skills • Demonstrates key sales behaviors (growth & customer focus, result orientation, effective communication, intelligent risk taking) Show more Show less
