AREA SALES MANAGER

Job Context:

Drive Sales Volume and revenue growth profitably by leveraging the growth opportunities, coaching the Frontline team and managing DBRs effectively

• Sales Volume

• Deliver the sales volume target by developing market in the assigned territory as per Annual Operating Plan
• Add new outlets which should contribute to achieving annual volume/value targets

• Market Execution

• Drive sales volumes of FMO (Focus of the Month) products and increase the Unique SKU count in the outlet and ensure Product range availability
• Drive Cooler / rack productivity by planning deployments/redeployments of resources based on Cooler/Rack governance protocols
• Required to closely work with relevant stakeholders for aligning the stock requirement as per the plan in the Region

• Market Knowledge

• Track competitor activity on a continuous basis and take action to counter competitor strategies in order to increase market share

• Distributor Management

• Regularly monitor the stock levels at the distributors and ensure availability of stock
• Identify and trouble shoot issues by conducting periodic visits

• Cost Control

• Adherence to all processes by ensuring that there are no pending claims/ settlements with internal and external partners

• Development of team

• Understands the business issues and support the team to resolve in a timely manner.
• Monitor and train the CEs, provide support and coach the team on driving the business objectives.
• Identify the key talents, help them nurture and enhance capability to take up more responsibilities.
• Monitor progress against the plan in the Weekly Commitment Meetings and Monthly planning meetings.

• New Initiatives

Identify key issues and working on driving innovation and leverage technology in order to achieve business objectives

4, KEY INTERFACES

External Interfaces

Internal Interfaces

• Distributors, retailers, key accounts
• HOS, MUGM, COO, Marketing, BD, MEM, Commercial

Education Qualification(Highest)

with Target Institute(s)

Full-time MBA from a reputed Management Institute

Desirable experience:

Experience in Beverages Industry would be an added advantage.

Functional Skills

• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proven ability to drive the sales process from plan to close
• Strong business sense and industry expertise
• Successful experience in consistently meeting or exceeding targets
• Functional Expert

Behavioral

Skills

• Good Interpersonal Skill
• Good Communication Skill

Expert

• General Awareness

  : Knows the fundamental or general understanding of concepts.

• Working Knowledge

  :Has broad job knowledge; knows and applies the full range of concepts and practices. Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices.

• Functional Expert:

  Candidate is certified functional expert with strong knowledge on concepts.

• Mastery:

  Candidate is subject matter expert and has command over the subject/ concepts.