Area Sales Manager - FMCG

Looking for one of the Leading FMCG MNC Brand

Position : ASM

Team Handling : Sale Executive/SO

Location : Madurai

Qualification : Post-Graduate with Specialization in Sales/Marketing

Key Accountabilities :

Sales Planning & Strategy :

- Create area sales targets in alignment with the branch sales target through discussion with the branch sales manager

- Provide inputs for sales achievement strategy by integrating data on market competition, channel potential and market experience

Distribution Strategy :

- Identify new towns for distributions and provide inputs to distribution network enhancement

- Track lapses in distribution and highlight cases that require follow up

- Provide data on market trade schemes and highlight aspects

Distributor selection/management :

- Plan for distributor expansion in the area in sync with branch distribution expansion plan

- Identify and screen potential distributor partners within the area

- Ensure that there are no pending claims of distributors by actively following up with them and branch accounts

- Track stock level at each distributor and ensure that the compliances pertaining to stock levels etc

- Track distributor efficiencies for the area and highlight cases of low performance. Participate in the recommended action plan

- Track and address all distributor related issues at the area level on a regular basis

- Participate in distributor meets

Sales systems/processes :

- Ensure completion of sales related documentation by Team.

- Use documented data to interpret area sales performance

Market Competition Analysis :

- Collate area specific market and competition activity analysis.

- Actively use learning's to recommend actions at the area level

Sales Track :

- Track sales numbers at the area level.

- Track lapses/gaps; develop area sales strategy to address ingoing dynamics.

- Analyze and record target achievement by team members.

Market promotions :

- Ensure that schemes and promotions reach distributor and consumer

- Leverage feedback on schemes from the trade /consumers to create recommendations

Manpower Planning & management :

- Ensure adequate manpower at the area through proactive planning and follow up

- Ensure adequate manpower at the distributor set up

MIS & Reporting :

- Generate MIS Reports as per process and guidelines for inter-functional and functional use

Functional Structuring :

- Provide inputs for the development /enhancement of role structures within the area