Key Responsibilities 1. Data Management & Reporting: Generate accurate and timely Daily Sales Reports (DSR) and disseminate them to the sales team and management. Prepare comprehensive reports on Primary and Secondary Sales to track sell-in and sell-out trends. Monitor and analyze stock levels across distributors to prevent stock-outs and overstocking situations. Create and present detailed Monthly, Quarterly, and Half-Yearly performance analysis reports for the company. 2. Sales Analysis & Gap Identification: Analyze sales data to identify gaps, trends, and opportunities for growth. Compare actual performance against targets and historical data to pinpoint areas of concern. Provide data-driven recommendations to the sales leadership to boost sales and improve efficiency . Conduct root cause analysis for variances in sales performance. 3. Sales Coordination & Support: Manage, update, and optimize the PJP (Planned Journey Plan) and PCP (Planned Call Program) for the field sales force and visible market distributors. Define and manage the market area mapping for distributors to ensure optimal coverage and minimize conflicts. Act as a key liaison between the sales team, distributors, and internal management. Support the sales team with necessary data, reports, and tools required for effective market operations. 4. MIS & System Management: Develop and maintain a robust Management Information System (MIS) for the sales department. Ensure the integrity, accuracy, and security of all sales data. Automate reporting processes where possible to enhance productivity. Role & responsibilities Preferred candidate profile Education: Bachelors degree in Business Administration, Commerce, Finance, or a related field. An MBA would be a plus. Experience: 5 to 10 years of proven experience in a similar Sales MIS, Sales Analyst, or Sales Coordinator role, preferably within the FMCGsector. Technical Expertise: Advanced proficiency in MS Excel (Pivot Tables, VLOOKUP, HLOOKUP, Charts, Macros, etc.) is non-negotiable . Hands-on experience with ERP systems and CRM software. Strong knowledge of data visualization tools is highly desirable. Analytical Abilities: Exceptional analytical and problem-solving skills with a keen eye for detail. Communication: Excellent verbal and written communication skills to present complex data clearly and concisely. Desired Attributes A proactive and self-motivated individual with a strategic mindset. Strong organizational and coordination skills. High level of integrity and reliability.
Area Sales Manager (FMCG/Chocolate/Biscuit) Should have worked 5+ years in MNC as Sales Officer / Senior Sales officer - Mars - Hershey - Cadbury - Ferrero - Luv It - lotte - 3m - Scotch brite etc. ROLES & RESPONSIBILITIES OF ASE/ASM 1. Should have proper understanding of local geography. 2. Appointment & Recruitment: a. Recruiting SR/SO in his assigned territory. b. Appointing new DB/SS in the assigned territory as per company norms. 3. Sales: a. Must have zeal to achieve target b. Must focus on secondary sales increase while focusing on A class & B class outlets including key outlets. c. Responsible for achievement of primary & secondary target ( Secondary & Primary should be equal ). d. Focus on increasing distribution ( Per SO/Sr 600 Outlets in 2 months ) e. Focus on LPC ( 3 to 4 Avg ) f. He has to give growth YOY & MOM g. Opening of new towns with justified mandays working & sales h. He has to pull out of business / salesman ( Per SR/SO 2 Lacs ) i. He has to ensure each team use display kit while working in the market j. Individual handling stockiest in case of vacancy of manpower k. Personally he has to do a Key Account ( Daily 5 to 6 ) l. He is responsible for stock vs sales management m. He has to ensure no salesperson misses out to do his schedule call outlets on a daily basis 4. Check list: a. All team including SR/SO must start the market at 09:30am & ensure before 10am 1st productive call b. All the management or operational work can be done after 4pm c. While going in the market following is check list where we should confirm first i. Grooming standard of SR & SO ii. Field Assist working status iii. Display Kit iv. Samples v. Objective of the day ( Secondary new call target / LPC ) 5. Team Handling: a. Can able to handle 6 SR/SO team along with SS & DB b. Has to lead the team from first c. Have good reputation and strong bonding among the team 6. Reporting: a. Compiling and collating daily reports & weekly reports b. Submission of all reports in designated time to respective management c. Should be well convergent with excel, word & powerpoint 7. Claim Management: a. Has to submit the claims before 10th of every month b. Along with the claims, NDC must c. Without NDC, claims & expenses will not process. d. In found, any integrity issue in the claims a strict disciplinary action has been taken by management and management has the right to decide the action 8. Visibility: a. Get the visibility drive among the team members b. Motivate the team members to do so on a daily basis c. Must have knowledge of right product at right outlets 9. Commercial Hygiene: a. Have to cross check proper implementation of margin, scheme in the market b. Managing COS below 10% of the business c. Manage damage cost ratio within 3% of the business 10. Damage: a. Always strive to control damage cost by managing FIFO at all the stage right from DB point to retailer point to SS point b. Control on aging stocks, slow moving stock etc at all level 11. Sales Support: a. Timely sharing competitors information in company b. 100% team must work on FA c. Well convergent with FA d. Checking of godown management at SS point of product & POP e. Have minimum attrition of sales team & stockiest
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