Area Sales Manager - General Trade - FMCG

Sales planning and Primary & Secondary objective meeting :

- Target for quarterly business (Value level, Brand level and on other functional areas)

- Planning and Preparation on the month's deliverable (overall sales & focus activities).

- Align monthly secondary value objective to all his team members and built connectivity

- Ensure alignment of distributors on monthly objectives

- Planning for Month inputs, focus brands and how to utilize them to drive secondary

- Set up tracking and review with time lines for self and for team to secure monthly objective

Territory and Distribution (DB) Management :

- ASE has to organize territory according to long term objective with consultation of ASM and implement

- ASE to strengthen area by improving coverage (both direct and indirect) and effective distribution

- Ensure DB infrastructure is connected as per requirement of objective in terms of coverage

- Continuously increase width and depth of coverage as per DPL expectation

- Monthly discussion on sales plan, inventory, credit and market services and DB concerns and plan objective accordingly

- PDP compliance

Salesman resourcing, development and efficiency management:

- Prepare effective PJP / BEAT keeping in mind productivity, transit time and cost

- ASM is responsible for coordinating with HR for recruitment and training

- On the field training and induction

- Ensure entire manpower are on board as per plan

- Ensure complete man days working

- Provide job support

- Ensure high standard performance by implementing best practices, evaluating performance on key result area

BTL activity management (Trade Scheme, Visibility drive, Coverage, New launches and Brand promotional activity etc.)

- Understand the activation plan

Plan in line with sales objective and implement

- Execution of activities as per objective

- Ensure proper support and services for effective utilization of activity

- Educate and guide salesman team

- Monitor and review performance

Sales and distribution effectiveness and hygiene (Implementation of companies system & policies at DB and Market level)

- 100% system implementation as per company SOP

- Continuous effort to improve distribution effectiveness both in terms of width and depth at geography as well as brand level

- Adapt best working practices

- Keep customers delightful towards emami business

Category management and Competitiveness

- Constant thrust to add lines in the portfolio, check availability and stock norms (range and drop size) are in place for all saleable SKUs

- Understanding of competition strategies, practices and activities to adopt best practices & counter competition with superior action

- Follow the category leaders best practices and try to reach in our activities

Cost Management

- ASM must ensure budget management and optimization of inputs.

- ASM must control and prevent losses on trend spends, stocks ageing and excess expenditure

- Control damages and expiry thru. scientific selling and settlement within budget

Salary Range: 12 - 16 LPA