Area Sales Manager - FMCG - IIM/ISB/MDI/FMS

We have been mandated by a leading company in FMCG segment.

Position Name : Area Sales Manager.

Location : Mumbai

Education : MBA from Premium institutes/ Tier 1 MBA college

Experience : Preferably 2017 pass out

Preferred industry : FMCG or FMCD

Key Responsibilities:

Market and Sell - Manage Sales Infrastructure:

- Firm up S&D plan for the year based on RSM priorities. Analyze potential areas in assigned geography where A/W or Distributor appointment would enhance business prospects.

- Complete and sign on the AW Evaluation format and forward to the General Sales Manager for approval.

- Coordinate separation of non-performing A/Ws with Full and Final settlement and collect No Dues Certificates.

- Coordinate collation of AW Stock & Sales statements. Finalize activity plan and individual itinerary at the depot meeting based on month/ business objectives, communicate these to the Field Force,

- Coach the Team on the Call procedure execution and demonstrate the process during Field contact, make provision for mid-course changes. Draw out S&D/ business/contact priorities for the month, monitor Field Force activity, make changes to Tour plan due to additional projects/ business exigencies planning and execution.

Market and sell - Sales and Operations Planning:

- Review S&OP docket sent from the EO. Review S&OP volumes in light of the proposed marketing initiatives. Identify areas where own estimates are below S&OP. Draft Local Trade promotion plans to fulfill gaps or where potential exceeds S&OP.

- Market and sell - Manage Sales Support Activities : Design a Visibility plan and set up visibility standards for Key and other General Trade accounts. Identify activation opportunity with respect to a brand, occasion or an event; invite and shortlist external agencies for a pitch if the activity cannot be handled in house. Communicate activity objectives/ success metrics and execution plan. Inform Team on the objectives of the activation and individual roles in the same.

Develop and manage human resources - Manager Talent:

- Set KRAs for the team based on ASM KRAs and other local objectives. Conduct mid year discussions and provide feedback to team. Support the implementation of the Sales Training Program developed by Sales Development.

Others Responsibilities:

- Review and Reporting Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and Champion's Scorecard and discus ASM-MIS and the Champion's Scorecard with the Team.

- Annual Budgeting (Sales Budget) : Project category and growth trends based on competition activity/ intelligence and local trends, provide input at Regional Level on the extent of S&D expansion planned and the estimated impact on sales as a result, add inputs to the Regional Sales Planning exercise in shaping the state S&D plan, provide inputs on the manpower requirements for the next year at the Area level.

Market Return :

Evaluate the summary of Market Returns AW-wise, investigate on A.W.s where Market returns show variance on the higher side and finally submit the summary for approval.

Desired Competencies:

- Understanding of channel S&D operations

- Leadership skills

- Communication skills

- Basic IT skills

- Objective Orientation

- Business Development

- Process Management

- Commercial Acumen

- Negotiation skills

- Market execution