Area Sales Manager

The Area Sales Manager is responsible to manage business and brand movement within her/ his territory. She/ He is responsible for developing monthly & quarterly forecasts and allocate resources in a way that sales are maximized. The Manager takes care of timely and accurate execution of planned activities in a holistic manner in co-ordination with the team.

Main Duties and Functions:

Planning and Execution

• Effective Grass Root Level Planning.

• Developing primary and Secondary Sales Forecast for the month and quarter

• Plan, create and review MJP, DCP to improve territory coverage and frequency of calls at

• Pharmacies and general trade outlets

• Optimize Resource Allocation and Utilization to maximize sales

• Ensuring the team achieves and maintains TCPC as per agreed deliverables

• Tracking and improving outlet throughput by Ensuring visibility, merchandising, availability

• Ensuring all the team members achieve their set Sales objectives

• Processes and System Management

• Ensuring Implementation of SOP and company guidelines at Distributors

• Ensuring timely payment collection

• Ensure timely Claim Submission and Settlement

• Monitoring Distribution Channel Hygiene / Market Hygiene

Business Opportunity and Stakeholder development:

• Identifying, developing and servicing Key Accounts (KAM) for the business

• Plan, implement and review promotional schemes/ offers with stakeholders

• Identify new business opportunities, distribution expansion to increase market share

• Monitoring ROI of the distributors

• Co-ordination & Liaising with Brand Team/ Trade Marketing team/ Sales-Operation.

• Servicing Customers in Vacant Territories

Team Management:

• Ensure timely and efficient Recruitment.

• Train & coach the team to utilize maximum potential of individuals

• Conduct unbiased and transparent Performance review with team members- Monthly, Quarterly and Yearly.

• Translate the national objectives in individual/ team/ customer objectives and actions to achieve

growth and profit targets.

• Recognize performance on a timely basis with awards and rewards.

• Focus on retaining employees through motivation and team building

• Counsel team members on career growth avenues.

Organization / Reporting:

• The incumbent will report into the Regional Sales Manager

Job Specifications

Education:

• Graduation compulsory – Full time from a recognized university

• Post-Graduation preferred

Experience Needed:

• 8 to 9 years of relevant experience in an FMCG organization of repute, 3 to 4 years of experience at Executive / Area Manager level.

Desired Candidate Profile:

• Strong experience in handling distributors with proven sales record

• Effective presentation, negotiation and interpersonal skills

• Team management skills

• Demonstrates key sales behaviors (growth & customer focus, result orientation, effective

communication, intelligent risk taking)