Area Sales Manager- Kolkata (West Bengal)

Job Summary

Achieve growth and meet sales targets by successfully managing the sales team. Design and implement a strategic sales plan that expands the company's customer base and ensures its strong presence. Manage recruitment, objective setting, coaching, and performance monitoring of the MDP sales team. Create space for all brands within the allocated areas to ensure growth across the AFS and MBO channels.

Job Context & Major Challenges

• Market Scenario

• Increasing competition among retailers and brand owners has heightened demand and pressure for retail space, especially in high streets.

• MBOs (Multi-Brand Outlets) are demanding more favorable commercial terms to increase their profitability.
• Unorganized retailers are losing out to organized retail, pushing the dependency onto large format retailers who often exert high commercial pressure.

• Implications for MFL

• Retail space acquisition is critical, as organized retail is a growing and reliable channel.

• MBOs require renewed focus due to their cost-effectiveness and profitability.
• AFS business model is promising and should be retained for future growth.
• Challenges exist in maintaining discipline in space acquisition in an unorganized sector.
• Establishing processes and ensuring motivation within the sales team are key ongoing challenges.

Key Result Areas & Supporting Actions

• Increase Revenue

• Opt for single-brand SIS policy

• Ensure proper range for other categories like women's wear and kids wear
• Identify good SIS areas in MBOs
• Maintain strong PR with MBO retailers
• Network with property consultants and monitor competition
• Finalize AFS store space in consultation with the branch team as per new policies

• Operational Excellence

• Conduct weekly reviews of the sales team

• Conduct monthly reviews with MDP
• Ensure adherence to company SOPs
• Maintain a skilled manpower base with retail knowledge

• Merchandise Planning

• Gain in-depth knowledge of retail planning processes

• Impart training to enhance merchandise planning

• Self-Development & Team Development

• Set KRAs for self and brand staff in consultation with the reporting manager

• Coordinate with internal and external team members to foster a collaborative environment
• Analyze periodic performance reviews and seek feedback from peers and superiors
• Identify skill gaps, undergo coaching, and seek training as needed
• Embrace continuous learning opportunities for self-growth and progression

Desired Skills and Experience

• Sales
• Marketing