Area Sales Manager - FMCG/F&B

Designation: ASM – Mumbai and some parts of Maharashtra.

Location : Mumbai

Work Experience: 3yrs

Qualification : MBA from Top B-schools in India

Target Industries : FMCG Foods & beverage category.

Our Client

A Leading FMCG Company

Position Summary -

Hey need a candidate who is currently handling channels in GT + MT in Mumbai or Maharashtra segment.

Areas of Responsibility -

Key Responsibilities for an ASM

Distributor Management

- Perform impact analysis based on market intelligence and communicate to Brand Managers

- Determine and discuss with ASE’s if any restructuring of stockist area is required and make necessary changes

- Evaluate competitor distribution system and activities/stock pressures, etc.

- Plan and action certain special activities/initiatives in distributor coverage area to improve penetration

- Gather inputs on distributor and retailer satisfaction from market visit and ASE’s and act upon improving the satisfaction levels.

Sales Strategy Development & Execution

- Attain the required Business/Brand growth objectives for state

- Focus on Distribution enhancement & penetration objectives for the state

- Competitive data analysis for the state

- Standard Setting (e.g. Picture of Success by channel for the state

- Analyze the Market potential & discuss and understand on the existing gap and do the advise necessary measures to close the gap.

Business Planning for the state: -

- Sales analysis – segment/sku/trend

- Demand forecast

- S&D budget

- Plan/Budget negotiations with stakeholders (marketing, finance, senior mgmt)

- Staffing plans and recruiting ISR, SO’s etc

- Advance Planning and execution for the any new launches/ restaging/ promotions etc

Strategy Execution: - annually and monthly for the state

- Target setting and prioritization

- Monitor/Report against targets (reporting as per requirement)

- Prepare for and participate in review meetings (for state)

- Provide brand inputs

- Benchmark and develop best practices

- Adjust plans to meet targets – wherever requried

Ongoing Competitor Tracking & Analysis : –

- Identify new or emerging competitors

- Provide impact analysis to all stakeholders

- Adjust plans to counter competitor activity

People/Self Development for state –

- Execute and coordinate with HR for all Staffing requirements

- Ensure TCOC signed by stockiest/distributor once a year P (for state)

- Develop (in coordination with line manager) self-development and performance improvement plans

- Track progress against development objectives and make necessary changes in consultation with line manager

- Monitor performance of outsourced staff (ISR’s, DSR’s etc)

- Develop career plans and identify related developmental goals

- Identify any training/tool needs that can positively impact sales results

- Work with state sales team and/or HR for training or tool requirements

- Hold distributor/ distributor salesmen meet for information sharing and development

Please do email your resume in strict confidence to manmeet@careercatalysts.com or call 9594645558