Job Description
JOB DESCRIPTION: AREA SALES MANAGER
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, 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
3, EDUCATION & EXPERIENCE
Education Qualification (Highest):
- Full-time MBA from a reputed Management Institute
Experience Range:
- Minimum 5 years of Sales, preferable from FMCG industry
Desirable experience:
- Experience in Beverages Industry would be an added advantage.
4, SKILLS REQUIRED: Skills, Description, Proficiency Level
Functional Skills – Functional Expert
- 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
Behavioral Skills – Expert
- Good Interpersonal Skill
- Good Communication Skill
- 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.