ASM

Industry:

Position

Channel

Territories covered

Role & responsibilities:

Spices, Chutney, Instants & Pickle.

1.Meetings Sales Target

Primary and Secondary target achievement

2.Market Expansion

New market development by appointing new distributor as per desired profile (As per SOP)

3.Sales Team Management

Recruitment of sales team and motivate & guide them to develop requisite sales skills by conducting on job and classroom trainings

4.Develop Sales Strategy

Yearly and monthly sales planning by benchmarking with previous years

Sales forecast for seasonal products/Festive Season

New Product launching plan

5.Customer Relationship Management

Strategy to nurture relationship with its customer by collecting data, analysing buying patterns & developing loyalty programs to engage & encourage repeat purchase and brand royalty

Identify new key accounts & develop relationship with exiting customers

6.Inventory Management

Stock Norms, FIFO, Damage goods returns policy

7.Distribution Management

Finance

Infra-Godown Space, Vehicle, Manpower

Market service

Compliance to company policies

Periodic evaluation of the distributors to understand the market gaps and take appropriate actions to improve performance

ROI

Involvement in Business

Proper induction to a new distributor

8.Market Analysis

Analysis of competitors activities and make corrective actions plan to counter them

9.Budget Management

Utilisation of sales budget to increase sales market penetration within a competitive market

10.Training & Development

Educate and upskills team on focusing areas like Sales, marketing, distribution, Service and product knowledge, compliance & ethics

Benefits-Increased sales performance, Improved customer satisfaction, Employee engagement, Adaptability to market changes

11.Sales Report and analysis

Analysis of sales data across different distribution channel and sales trends in volume and value to optimize sales performance within the same products category

Primary Monthly & Weekly Reports-Distributor, Channel, Category and SKU wise, Closing Stock

Secondary Monthly & Weekly Reports-Distributor, Channel, Category and SKU wise

Daily Reports-Key accounts & outlet wise beat performance, LPC, Productivity, Unbilled outlets, Focus products billing

12.Compliance and Ethics

Ethics are a set of values that guide in making decisions about what is right or wrong (Respect, Integrity, Trust etc), while compliance is the act of following rules and regulations

13.Claim Management

Efficient claim process can help to process claims quickly and accurately to improve customer satisfaction

Education and Work Experience:

• Graduation in any stream or MBA/PGDBM in Sales & Marketing
• Strong experience (15-20 years) within the FMCG industry in General Trade only
• Geographic knowledge is mandatory

Knowledge & Skills:

• Demonstrate strong leadership skills and lead by example
• Team management skills

• Excellent communication and interpersonal abilities

• Analytical skills for data interpretation and decision-making

• Negotiation skills to secure deals and partnerships
• Computer excel skills (Basic data entry, Pivot Tables, V lookup, Charts, Conditional Formatting etc)