Area Sales Manager - Modern Trade - Gujarat

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Job Description:

Responsible for Gujarat & MP .This Profile will also be responsible for MT Business of Gujarat & MP

Base Location: Ahmedabad

Reporting Manager: All India Sales Manager

Key Deliverables of the MT role:

1. Sales

• POS achievement as per targets
• Grow above Macro drive store level shares grow faster than category
• Achieve MT / product level market share objectives

2. Opportunity identification

• Opportunity Identification by Store, Chain, Area: SKU, Product, Share of Shelf, Planogram, Sales Call, Merchandising in store, team efficiency
• Plug Gaps systemically with KAM's on Product- availability/linking of key articles, ARS streamlining
• SKU/Chain/Store opportunity identification through POS Data analysis
• Asset effectiveness- Pre vs Post analysis-sample stores-for actions/learnings to replicate

3. Planning

• Planning: Execution of elements- Planning of SOG elements to executed to drive growth/objectives
• Planning: Store Growth Plans (Top Stores)
• Monthly store wise target & focus SKU (Sources of Growth) planning
• Monthly execution element planning to achieve the POS targets
• Plan Account led initiatives in the area to lead & drive growth at region/ area / store level
• Prepares PJP for the Quarter & ensures roll out monthly

4. Operations: Execution

• Daily POS verification & action plan by store (tracked stores) for the day
• Regional team of Chain: Monthly connect: to drive month's / quarters execution plan and review them periodically
• Top Stores- Monthly connect to achieve the execution & POS objectives
• Instore visibility plans for the month to aligned with store/region to be executed
• Drive execution elements & POS in direct non-covered stores: through Regional/Store teams
• Ensure fair share of shelf for 3M range is achieved in their area/store/chain
• Ensure TOT assets are executed by Stores / Chains
• Audit the execution plan of the team and take corrective actions

4. Market intelligence/Shopper behavior

• Store vs Cat Vs 3M performance in the region / area
• Shopper buying behavior / preferences in the region/area / store & by chain
• Monthly programs or SOG (sources of growth): what's working / what's not And suggestions to improve performance

5. Training

• Frontline/Supervisors/OE or SPOC- training on issues handling/ capability building to make them work efficiently as per expected behavioral traits
• Products/category- training on expected store executions- elements/priorities/Sharing on learnings from analysis
• Review Manpower efficiency, store execution (elements- quality/qty)- share improvement suggestion to frontline-get executed

Qualification: Management Graduate, Graduate or Post-Graduate from any discipline

Experience: 3-7 years in Sales, from any FMCG, consumer durable goods or Retail Industry. Experience in

MT preferred, open to evaluate candidates from other channels like GT/Ecom too.

Other requirements: Should be open to travel for 3-5 days in a week, night stay in up-country markets. Should have good communication skills both verbal and written with strong command over English, Hindi & preferably local language. Candidates having strong interpersonal skills along with analytical ability and proven execution capabilities and can work and excel with constraints will be preferred. This role demands have experience of working with teams.

Area to Handle: For MT - Gujarat, Rajasthan, MP and Chhattisgarh

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