Area Sales Manager - General Trade - Personal Care

Area Sales Manager - GT - Personal Care

Experience - 4 to 6 years

Location - Delhi/Chennai

Must have :

- Experience in GT

- Experience in Personal care

Job Responsibilities :

People :

- Plan for TSM/ SA requirements in the sales area as per coverage & sales plans

- Ensure new TSMs are inducted as per company policies

- Ensure review rhythm and adhere to market coverage/contact norm

- Set annual targets for TSMs/ Sas basis trends/ seasonality and ensure implementation on time

- Appraise performance of each TSM, identify strengths and improvement areas

- Ensure timely rewards and recognition for the team

- Ensure review of the team on SFA

Market Coverage :

- Townwise coverage planning, outlets, stockists, potential etc

- Ensure proper PJP, coverage plan, visit frequency to grow business

- Identify coverage gaps and build plans to develop the same

- Ensure merchandising in the stores through the TSM team

- Monitor distribution, new outlet opening and repeat business from stores

Stockist management :

- Appointment of stockists in different territories to improve coverage

- Negotiate with stockists for improving coverage and expansion of business

- Develop systems to ensure settlement of claims and take correctives

- Evaluate financial health of stockist periodically

Managing competition :

- Understand competitor companies/ brands in territory and develop action plans

- Monitor competitive activities in the market place & assess their impact

Reporting :

- Collate data and prepare reports to track various parameters like

- Sales Val, volume, New outlet conversion, lines sold

- Ensure reporting of the team in SFA and review performance