Area Sales Manager- Horeca/ Institutional- FMCG

Product:

Role Summary:

The Area Sales Manager will oversee and drive sales operations within the HORECA and institutional segments for the assigned region. This role involves strategic planning, business development, and ensuring sales targets are met while maintaining strong client relationships.

Key Responsibilities:

1. Sales and Promotion:

• Drive the promotion of the entire range of Catch Spices to institutional clients within the assigned area.
• Expand market coverage through aggressive sales strategies in alignment with institutional sales policies.
• Develop and execute regional sales plans to achieve monthly, quarterly, and annual sales targets.
• Analyze market trends and customer needs to identify growth opportunities in the HORECA and institutional segments.

2. Business Development:

• Identify and onboard new HORECA and institutional clients.
• Foster and maintain relationships with key decision-makers in the hospitality and food service industries.
• Facilitate the introduction of new products to institutional customers, enhancing portfolio visibility.

3. Credit and Payment Management:

• Monitor credit and ensure timely collection of outstanding payments as per company policy.

4. Market Analysis and Reporting

• Conduct competitor analysis and provide insights to the management team.
• Prepare and submit sales reports, forecasts, and performance reviews.

5. MIS and Reporting:

• Submit timely and accurate Management Information System (MIS) reports to the reporting authority.

6. Customer Retention and Relationship Management:

• Build and maintain strong relationships with customers to ensure satisfaction and loyalty.
• Handle customer grievances effectively, ensuring timely resolution.

7. Channel Management

• Ensure effective distribution and availability of products across assigned regions.
• Coordinate with distributors and supply chain teams to manage stock levels and deliveries.

8. Team Management:

• Collaborate with the sales team to achieve regional sales targets.
• Provide guidance and support to Sales Officers/ Executives.
• Monitor team performance and provide regular feedback for continuous improvement.

Qualifications and Experience:

• Education:

  MBA in Sales/Marketing preferred.

• Experience:

• 8- 15 years in FMCG sales, with at least 3 years in the HORECA or institutional sales channel.
• Proven track record in handling institutional clients within the HORECA segment.

• Skills

  :
• Strong negotiation and communication skills.
• Proficient in sales planning and forecasting.
• Leadership and team management capabilities.
• Analytical and problem-solving skills.