Area Sales Manager - FMCG - IIM/SIBM/MDI/FMS/XLRI

Role : Sales Manager - FMCG

Position Reports to: Branch Sales Manager

The position is accountable for:

1. Driving sales achievement at the area level.

2. Implementing sales strategy at the area level.

3. Monitoring adherence to sales systems and processes at area level.

Key Result Areas

Sales Planning & Strategy:

- Responsible for business phasing as per the budget plan

- Required to closely work with relevant stakeholders for aligning the stock requirement as per the plan the branch/region

- Responsible for aligning the team to deliver the budget numbers by ensuring timely feedback

Distribution Management:

- Responsible for implementing the Go-To-Market model as per the engagement town classification

- Should ensure adherence to agreed norms for distribution benchmarks

- Responsible for ensuring financial hygiene as per the sales system

- Adherence to all processes and process by ensuring that there are no pending claims/ related SLAs settlements all process SLAs are met with internal and external partners

- Responsible for maintaining and addition of infrastructure to meet end business objectives by engaging with internal and extended team

- Ensure usage and adherence to the IT systems and drive the same within the team

- Pipeline management

Execution Monitoring:

- Responsible for implementing and effectively driving the channel KPIs

- Ensure effective execution of trade promotions

- Track performance of the new product launches and ensure distribution as per plan

- Drive implementation of market coverage plan by all team members through communication, monitoring and feedback

People Management:

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

- Periodically review executive performance data and identify areas of strength and improvement & highlight training needs

- Engage in performance management process for executives and ensure retention efforts

- Maintain open communication and feedback loop, communicate company policies and other relevant information within the team

Qualifications

- MBA/ PGDM 2014-2016 batches from premier institutes

- General Trade experience with a reputed FMCG