Senior Area Sales Manager

Job Description

1. Deliver topline sales number for the Area/State To plan and achieve the sales targets. To plan and achieve the distribution targets Ensure control on Damage, Returns and Expiry in line with norms Area & Business Planning (in line with S&D norms) Ensuring quality of market coverage through TSE and distribution network Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets) Monitor implementation of Distribution plan across distributor territories Monitor brand availability, visibility & freshness (Stock rotation) Drive NPI in line with CM plan across TT, PT and SS network Ensure that the TSE are regularly working with the ISR & visiting PT distributors Formulate & execute the secondary sales plan - Area wise , TSE wise, Brand wise , SKU wise Conduct JCM s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year Work closely with the Ethical teams (RM & ABM in the area) Work atleast 2 days with the MT KDE every month 3. Ensure Financial management by way of: Implementing credit policy and credit controls Timely claims settlement Risk-free realization from the customer (distributor, institutions & cooperatives) Timely ROI calculation and communication for distributors 4. Distributor & Infrastructure Development and Management Educate and train the TT and PT distributors on ANI systems & processes Ensure optimal stocking levels and high billing efficiency for all distributors Ensure distributor compliance to agreed service levels & credit terms Review distributor financial health (pipeline and outstanding) Ensure that the claims of the distributor are settled by ANI within specified time limits 5. Code of conduct and compliance to stat / regulatory norms Adherence to code of conduct Adherence to SOP Conformation to all financial and administration systems To ensure that Trade Marketing activities are carried out as per norms laid down. Analyze the market situation and ensure accurate sales forecasting in line with ANI norms Compliance to statutory and regulatory norms Handle Legal Issues, PFA issues, packaging defects etc 6. Administration Responsibilities Provide administrative support to the Regional Sales Office through timely and accurate reporting Monitor competitor activity and ensure timely reporting of the same Ensure timely submission of claims for the area People Management To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development. Facilitate and support training for the field force. Active role in developing their Skills. To identify good talent and develop atleast 1 TSE for higher responsibility in the long. To identify talent in market (attract talent /prelim interviews for recruitment) 8. Localised Trade Marketing Initiatives To develop new business plan in order to increase volume/value sales. Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within. Implement regional plans developed by the Customer Marketing Team Support & Provide feedback on marketing plans for the area Key Behavioral Competencies Required : Leadership Interpersonal and team building skills Communication skills Analytical skills Negotiation skills and influencing ability High degree of initiative and enthusiasm Mobility, Adaptability Achievement orientation Planning and organizing ability Experience: Graduate 6 - 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT - computer skill, MS office Technical Knowledge / Skills Required: Knowledge of Sales systems and processes Knowledge of market dynamics, demographics of the area Knowledge of various statistical techniques, operating packages Financial & Marketing management Logistics & supply chain management Understanding of basic science and product knowledge Networking and orientation towards customer (retailers/associations) management. People management Computer skills - MS Office