Area Sales Manager - FMCG

We have an opening with our client in FMCG Co for the location Chennai.

POSITION - AREA SALES MANAGER

The incumbent will handle both General Trade & Modern Trade.

REPORTS TO - REGIONAL SALES MANAGER - SOUTH

A. KEY PURPOSE

Responsible for achieving retailing and primary targets of the territory assigned to him in the most cost-effective manner – through efficient and effective deployment of funds, hiring and retaining the best possible WBs and optimal deployment and utilization of manpower.

B. KEY RESPONSIBILITIES

1. Distribution– Ensure that an effective distribution set up is in place to tap all the markets in the territory assigned.

2. Visibility - Ensuring that our products are visible in all the outlets that we service and comply with the visibility norms.

3. Volumes – Ensure that all volume targets that are assigned are achieved.

4. Forecast accuracy - Responsible for proper SKU wise forecast for the assigned state.

5. WB Management – Ensure that the territory has an optimum number of distributors and DSMs on a continuous basis who can deliver our objectives.

6. CFA Management - Ensure that the CFA(s) are managed effectively. This entails ensuring that the right quantity of stock at the right time is always available with the C&FA

7. Prompt service to the WBs

8. Proper maintenance of records at the CFA.

9. Prompt communication with the company on competitor activities and suggestions/ recommendations

10. Responsible for recruitment, induction, training and development of Sales Officers and DSMs to ensure optimal availability of skills and adequate performance.

11. Ensure that all S & D objectives are met within the budgeted DSM, Van and TP spends through prudent deployment and regular monitoring.

C. ADDITIONAL RESPONSIBILITIES

1. Ensuring prompt and regular reporting of data to the company.

2. Ensuring prompt reporting of any competitor activity.

3. Ensure that the Sales Officer turnover is low.

4. Ensure continuous training to the DSMs in the territory.

5. Responsible for initiating brand building activities in the territory.

D. KEY INTERFACES

Internal Marketing – Scheme communication, competitor activity – as and when required

MSM team – schemes, promotions, stocks etc - Monthly

Quality assurance – Quality complaints, issues etc – as and when required

Regional Commercial Team -

External - Very regular interaction with the CFAs, WBs, Retailers, Consumers as listed in the Sales Officers sheet.

Promotion agencies – for local promotions – as and when required.

Manjary Khoiya
People Connection | M: +91 98200 14793