Area Sales Manager I - B2C (Modern Trade)

Drive business results as per the pre-determined business plan for the organized trade in B2C business and find new avenues of growth.

Tasks and Responsibilities:

The tasks and responsibilities can be summarized (but not limited to) as below

Key Account Management:

• To keep a track of All India Modern trade in terms of their numbers, growth, trends etc.
• To keep an update of the Category managers, team hierarchy by account.
• Build strong business relationship with all the modern trade accounts.
• Ensure listing of products/ SKUs in Modern Trade.
• Negotiations on terms of trade .
• To discuss and finalize Annual Business Plan with Modern Trade. Plan sales targets, activity calendar, branding, sampling, special events etc.

Annual Business Plan of MRF:

• Devise Annual Business Plan for Modern Trade.
• Plan Sales Targets (Volume/Value) by account.
• Devise Distribution and coverage plan by account.
• Plan strategies for category dominance.
• Plan annual calendar for in-store activities such as sampling, branding, etc.
• Manpower planning for Key account management and merchandising.
• Performance evaluation of key account relationships.

Product availability, visibility and activations:

• Ensure product availability in coordination with the sales team across all active stores.
• To ensure implementation of the trade and consumer schemes, sampling activities, branding activities etc.
• Coordination with the Marketing and the Trade Marketing teams.
• Ensure in-store visibility and merchandising.
• Coordination with the respective Business Verticals and Marketing team for various aspects related to Modern Trade.

Market Information:

• Tracking of competitor s activities and devise suitable tactical and strategic plans.
• Analysis of secondary sales data, distribution data and provide feedback and support options to sales team.
• To collect, collate, analyze and present category data, market share, growth trends etc of each category by account and market.

Education, qualifications, special training, experience and skills

• MBA preferred.
• Work Experience: Minimum 7 years plus in FMCG Marketing (preferably oil Industry.
• Command over software packages including Windows, and Microsoft Office in particular in MS Excel. Good presentation skill is added preference.