Area Sales Manager - Patna - General Trade

BUSINESS:

DEPARTMENT:

JOB OVERVIEW:

The incumbent will be responsible for managing entire area for driving sales, product Awareness Building, Visibility & Merchandising. Ensuring consistency in primary and secondary sales. Analyzing and handling Competition and competitor activities. Preparing deliverables and targets for all team members.

KEY STAKEHOLDERS: INTERNAL

Area Sales Team, ZHR, Business Training ,Commercial officer , HO support function

KEY STAKEHOLDERS: EXTERNAL

Retail outlets, Distributors, CFAs

REPORTING STRUCTURE:

Zonal Business Manager

QUALIFICATION:

Graduate + MBA / PGDBM

EXPERIENCE:

• Minimum 7 year to 10 year selling experience in FMCG/OTC/pharma Industry
• Must have extensive sales experience and experience in managing a large sales force

SKILLS:

• People Management
• Strong interpersonal skills
• Team management skills
• Negotiation skills
• Problem Solving skills

KEY ROLES/RESPONSIBILITIES:

Drive Business Strategy and Processes

• Develop and implement business strategies and action plans and propose business improvement
• Assign targets to the team members reasonably based on the potential of the territory and resources
• Sales Forecasting at monthly and quarterly level, monitoring sales team performance, analyzing data and reports
• Enable TSO/TSI/SO to maximize the output from retailers and distributors by using knowledge and skills effectively (product detailing/sales closing / objection handling / input utilization / scheme utilization/ POS,POPutilization) through Joint FieldWork
• Resolving Customer Complaints and grievances
• Coordinating with HO for Brand related activities, Supply Chain, Finance and HR

Infrastructure Management

• Develop and manage efficient distribution networks for sales through appointment of distributors,maintaining stock levels,timely billing and collection
• CFA Management

Team Handling & Development

• Coaching and Mentoring the team members to align their performance with the business plans • Managing TSOs, TSIs and SOs effectively and ensuring their development
• Enabling the team members for achievement of incentives
• Ensuring timely reporting through teamin company prescribed formats
• Induction and on the job training of new team members
• Involvement in the competency based recruitment process in coordination with Zonal HR