Area Sales Manager - Modern Trade - FMCG

Job Description:

Position summary: The position is accountable for Driving offtakes across the alternate channels through strategizing sales agenda, product positioning, and systems and processes design/implementation, channel/competition analysis

Alternate Channel will include Modern Trade, Cash and Carry, CPC, Hotels, Railways and Airports

Key Responsibilities:

(a) To drive PVMIs presence in the Alternate Channels and be responsible for the development of our presence in these outlets

(b) Responsibilities: Define monthly and quarterly plans to drive volume, value, market share and activations in the region

(c) Help firm up sales development plan to drive month and quarter priorities of the channel/region- Aid order generation through customers and order execution. Led by field team, and closer working with supply chain and KAM- Plan and Execute brand activation / channel activations at store level by working closely with KAMs

(d) Co-ordinate with Key Accounts team for supplies to customers

(e) Detailed data analysis of Nielsen, Internal Sales, Customer Offtake and activation to understand the gap and opportunities & build plans basis that Drive Merchandising, and in-store execution

(f) Manage the team of DSEs and Merchandising team- Responsible for ensuring execution of merchandising KPIs eg. attendance, beat adherence, share of shelf (SOS), availability, promo execution, asset execution & management etc.- Continuous team engagement (training and reviews) to ensure high retention in merchandiser & promoters

(g) Ensure proper fill rates through sales forecasting and advanced planning coordination with Key Accounts Team

(h) Work closely with KAMs and regional store managers to ensure best possible MBQs for the company products

(i) Lead the SAS (stand-alone modern trade stores) and regional chain planning

- Involves supporting KAMs on TOT planning & adherence, Business planning, Market share deliverables

- Be the face of PVMI for all accounts at a regional level. Drive engagement and business through regular reviews

- Establish and run relationship matrix between field team and customer store team, through regular visits (basis norms), reviews and business planning

- Competition understanding through customer discussions and field visits- Bring out opportunities and gaps for the larger team (esp KAM) to work upon Commercial Management

(j) Ensure freshness on shelf of store by ensuring FIFO is maintained on shelf display and any excess inventory to be highlighted/planned to be curbed/liquidated in coordination with Key Account Executive/Manager

(k) Ensure proper servicing of Master Canteens and Sub Canteens in CPC (if applicable)

(l) Participate in regional tenders in Railways (if applicable)

(m) To implement and maintain best possible merchandising of company products (as per the guidelines provided)

(n) To identify shelf-space in prime outlets and put up proposals for securing them

(o) To ensure proper storage and handling of merchandising material and closely monitor inventory

(p) To identify new visibility measures

(q) To constantly look for new market opportunities and recommend appointment of new dealers, programs, incentives, schemes etc.

(r) To systematically collect and report information on competition

Candidate Profile

MBA in Sales & Marketing with 4-6 years experience in Sales - the Modern Trade / Key Accounts format Food category experience would be preferred. Disciplined peoples manager