Area Sales Manager

JOB DESCRIPTION


1, PURPOSE OF THE JOB:


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

2, DETAILS OF THE JOB:

Job Role/ Title:
Area Sales Manager
Level:
M03/M04
Business Unit:
Any
Function:
Sales
Country:
India
Work Location:
Any
Reporting Manager:
HOS/ SM
Manager’s Manager:
MUGM
Matrix Manager:

Team Size:
8-10


No. of Direct Reportees:
8-10 CEs
3, KEY ACCOUNTABILITIES:

Accountabilities Scope of work
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

5, EDUCATION & EXPERIENCE

Indicate the education level, previous experience, specific knowledge, skills and abilities required to meet minimum requirements for this Job..
Education Qualification (Highest)
with Target Institute(s)
Full-time MBA from a reputed Management Institute
Desired Certifications:

Experience Range:
Minimum 5-7 years of Sales, preferable from FMCG industry
Desirable experience:
Experience in Beverages Industry would be an added advantage.
6, SKILLS REQUIRED:

Skills
Description
Proficiency Level
(General Awareness; Working Knowledge; Functional Expert, Mastery)
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.