Area Sales Manager - Mumbai Metro 3

Job Description

Role Summary:

The Area Sales Manager achieves and exceeds value and volume sales and 4P objectives through an efficient and effective sales force within the budget, time and policy parameters.

The Area Sales Manager reports to the Zonal Sales Manager and heads the Sales team in the zone.  The role holder interacts continuously with the  Marketing,  Trade  Marketing, Key Account, Finance and Supply team. Externally the role holder interacts with the distributors, wholesalers, retailers, stock holders and third-party contractors.

Responsibilities/Accountabilities

Finance

• Achieve monthly primary and secondary value sales target of the area for the entire product range
• Implementing the company’s credit policy

People

• Forecast requirements of TSIs’ basic growth/ geographical areas and ensure timely recruitment in accordance with the company policy and maintain full strength of TSI/ DBSR at all times in the area.
• Ensure that the new TSIs are properly inducted into the systems as per the laid guidelines.
• Ensure and conduct effective communication meetings, adhere to market contact norm (50% of available maydays), train TSIs, DBSRs, communicate company policies and other relevant information and build enthusiasm.
• Maintain open communication with TSIs and ensure building & maintaining of enthusiasm and positive attitude.
• Set annual targets for all SOs, TSIs and distributors for each product based on trends and seasonality and communicate to them appropriately.
• Supervise, train and motivate his/her team of SOs and TSIs to implement plans as per agreed levels and set up systems to monitor implementation and give appropriate feedback.
• Appraise periodically the performance of each TSI against set standards of performance. Identify areas of strength and improvement, develop & implement training plans in consultation with Sales Training Manager, HR and ZSM. Recommend timely confirmation, increments and rewards etc.
• Carry out timely disciplinary measures and separation procedures, as appropriate and within the company guidelines.

Market Coverage

·Plan town  wise coverage basis their population, profile, number of outlets, business potentials etc.·Ensure  proper  planning  of  area  coverage  plans  &  PJP’s,  their  implementation  of systematic coverage of the territory. Evaluate & modify the same at regular intervals keeping  in  mind  the  business  growth,outlet  expansion,  and  required  coverage frequency & cost effectiveness. ·Identify gaps in coverage anddevelop appropriate plans to plug those gaps·Drive implementation of coverage plan by all team members through communication, monitoring and feedbackDirect andIndirect Presence & Placement·Prepare  distribution  targets  for  all  brands  for  all  TSIs  and  communicate  these  to  all SOs. Ensure that TSI sets these targets for all his distributors and communicates it to them.·Train  TSIs  and  DBSRs  on  driving  distribution  growths  as  per  the  plan,  identifies obstacles and develops innovative solutions to overcome them.·Manage, activate and drive the business in wholesale, maintaining a strict control on wholesale  rates.  Ensure  proper  coverage  of  all  wholesalers  by  TSIs/DBSRs  as per the  coverage  plan.  Maintainadequate  contacts  in  the  wholesale  markets  to  ensure their involvement. ·Trainfield force  and motivate  the  TSIs to  enhance  visibility  in  wholesale  markets to drive indirect distribution.·Consciously  drives  range  selling  to  ensure  distribution  continues  to grow  as  per  the plan.·Trains  &  motivates  SOs,  and  TSIs  to  maximizeshelf  space  for  theproducts  as  per the given objectives·Monitors  and  tracks  the  distribution  and  visibility  monitor  to  ensure  growths  as  per plans.Distributor/ Super Stockist Management·Through   TSIs   appointment,   train,   develop   and   retain   distributors   and   their representatives in the territory to ensure that their contribution to thebusiness is as per targets/ plan·Negotiate after necessary approvals, with distributors for services and investment in stock levels and market credits.·Evaluate at regular intervals the services rendered, coverage and distribution gains, and financial status of the distributor·Develop systems to ensure timely settlements of distributor claims, timely delivery of stocks, and ensure proper service to the distributor to his satisfaction·Monitor constantly stock, sales and market credit of distributors/ super stockists and take corrective actions if and as required, to ensure that the business is healthy·Ensure  the  super  stockists  are  providing  timely  service  to  his  distributors  and  are covering them at the right frequency so that the total business potential in the sub DB towns is fully realized.Managing Competition·Understand   all   competitive  companies  and  their   products,  their   strengths  and weaknesses and ensure that all SOs and TSIs also understand the same

·Monitor competitive  activities  in  the  market  place  and  assess  their  impact  on  our business.  Develop  in  consultations  with  ZSM  appropriate  plans  immediately  to counter such activities to minimize the impact on our business ·Develop  a  culture  within  the  team that fosters  competitive  spirit,  and  drives  them  to continuously gain share of shop, share of shelf space etc. vis-à-vis competition.Reporting/ Administration·Maintain contact with ZSM/ RM on a regular basis·Monitor  utilization  of  trade  spends,  and  evaluates  their  effectiveness.  Ensure  that they are within budgets·Meet  all  deadlines  of  reporting  schedules  to  ZSM/RM  and  ensure  they  are  timely and accurate·Organize timely preparation, submission and settlement of all distributor claims/ trade schemes/ damage stocks/ shortages/ final settlement etc. Ensure proper verification of all claims as per company policies.Forecasting·Forecast brand wise/ SKU wise sales within accuracy norms every month on a rolling basis for three months so as to ensure optimum stocks at the CFAs ·Study historical trends and impact of different inputs to accurately forecast SKU wise business for the next month.

Professional Qualifications/ Experience

Personal Attributes

• Goal Oriented: Ability to track record of delivery, sets clear priorities and meets deadlines
• Natural leader: Positive, driven, has ability to influence, sets good examples, ambitious, determined and flexible
• Result oriented: entrepreneurial and self-motivating, good planning and organizational ability
• Strong commercial awareness with an international outlook
• High level of communication ability and presentation skills, energized and enthusiastic
• Analytical skills: ability to define problems, collect details data, analyses and interprets results and recommend changes and improvements, good financial skills and P&L understanding
• Ability to understand and work within the framework of the overall company strategy and relevant customer insights.
• Resilient, resourceful and able to perform under pressure