Area Sales Manager

About Danone Group:

Mission: ‘Bringing Health through Food to as Many people as Possible’

Danone is a global leader in food and beverages, focusing on Essential Dairy and Plant-based products, Waters, and Specialized Nutrition. Our mission is to bring health through food to as many people as possible by creating nutritious products, raising awareness about healthy eating and drinking habits, and conducting our business sustainably.

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. With nearly 90,000 employees and products sold in over 120 markets, Danone has generated more than €27 billion in sales annually.

www.danone.com

About Danone India:

India is among the countries in the AMEA zone wherein Danone has its presence. Danone operates in India as Nutricia International Pvt. Ltd, focusing on nutrition with a range of products catering to pregnant mothers, infants, young children as well as adults. These products are manufactured in India and sold nationally under recognized brands such as Aptamil, Dexolac, Nusobee, and Protinex. Danone employs over 1,000 individuals across India and generates a turnover exceeding €150 million. The company's head office is in Mumbai, Maharashtra, with a manufacturing facility situated in Lalru, Punjab.

Danone India is a Great Place To Work® certified organization

https://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:

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)