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Position: Senior Area Sales Manager

Location: Mumbai, Maharashtra

Job Description:

KEY RESPONSIBILITIES:

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

2. Area & Business Planning (in line with S&D norms)

  • Ensuring the 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 TSEs 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 at least 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 the 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

7. People Management

  • To motivate, train & develop TSE for the 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 at least 1 TSE for higher responsibility in the long.
  • To identify talent in the market (attract talent /prelim interviews for recruitment)

8.   Localized Trade Marketing Initiatives

  • To develop a 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

9. Key Behavioral Competencies Required :

  • Leadership
  • Interpersonal and team-building skills
  • Communication skills
  • Analytical skills
  • Negotiation skills and influencing ability
  • A high degree of initiative and enthusiasm
  • Mobility, Adaptability
  • Achievement orientation
  • Planning and organizing ability

Experience:

Graduate 6 – 8 years experience at area level in an 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 customers (retailers/associations) management.
  • People management
  • Computer skills – MS Office
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