Area Sales Manager - Modern Trade - FMCG - South - IIM/XLRI/TISS/MDI/FMS/ISB/IIFT

On of our leading Client an Indian MNC FMCG Company is looking out for ASM-Modern Trade(South)

Key Deliverables of the Role :

- Is responsible for the business operations & top-line of all Organized Retailers in his / her geography.

- Business delivery as per Monthly & Quarterly Plans

- Driving excellence in in-store Merchandising Hygiene

- Planning and / or Execution of periodical Visibility & Promotions Initiatives and Brand Activations

- Responsibility for collaborative planning, and end-to-end execution & delivery of New Product Launches

- Driving Share Gain for the Company's portfolio in relevant categories

Regional Accounts & Standalones:

- Acting single point of contact for Standalone Stores & Regional Accounts headquartered in the geography

- Responsibility of end-to-end Key Account Management, from business delivery, negotiation, closure & maintenance of Commercial Terms, to Share Gain and visibility & promotions planning & execution

National Key Accounts :

- Ensuring execution of centrally planned visibility & promotions initiatives

- Ensuring execution & adherence of on-ground aspects of Commercial Terms & Agreements made centrally between Company & Retailers

- Building & leveraging internal and external stake holder relationships to drive critical business objectives - responsible for handling and maintaining network health of the MT setup - designated Modern Trade Distributors, Company'sf Carrying & Forwarding Agents (CFAs) for his geography

Commercial, Supply Chain & IT Responsibilities :

- Coordination with Regional & National Commercial Teams on Activity Budgeting & Claims Management, Retail Commercial Terms & transactional Hygiene etc

- Coordination with Regional & National Supply Chain Teams on stock availability, PO Management, Fill Rates, Electronic Data Interchange Initiatives etc

- Driving usage, monitoring, reviewing & reporting on IT related initiatives like PDAs, Modern Trade Portal etc

Manpower Management of TSEs /Promoters / Merchandisers :

- Performance Monitoring & Review of deliverables

- Payroll & Incentive Management

- Training & Development and Team Motivation

Key Performance indicators :

- Top-line Business

- Share Gain in relevant categories

- New Product Portfolio Business

- Fill Rates

- Merchandising Audit Scores

- Developmental Agendas

- Training Agendas

Skills & Competencies :

- Think & Act Consumer

- Understanding of In-store Growth Levers

- Knowledge & understanding of Retail & Shopper led initiatives including promotions, visibility, new products & pricing

- Negotiation & Customer Management skills

- High levels of initiative & visible energy

Reporting Relationships :

- Territory Sales Executives

- ASM Modern Trade

- Division Head, South

Other Key Functional Interfaces :

Internal :

- Sales teams (Trade Marketing & Key Account Managers, Division team)

- Marketing teams

- Commercial teams

External :

- Modern Trade Distributors and their on-ground team

- Carrying & Forwarding Agents

- Promoters & Merchandisers

Qualification & Experience :

- MBA from premier institute, 2011-13 batch

- Experience in managing a territory with strong understanding of distribution in an FMCG setup

- At least one year experience of Modern Trade

- Experience of managing, training & coaching a sales team