Area Sales Manager - White Goods

Area Sales Manager - Kolkata for White Goods (Post Full Time MBA Exp 6 to 10 years )

Position : Area Manager

Industry : White goods only

Age : below 32

Experience : 6 to 10 year

Other requirement :

- Must have distribution knowledge / MFR and good in analytics

- MBA full Time

- Campus hired only

- Must have explored at least 2 different geographies

Job Description :

Achievement of Sales Targets for the territory by :

- Exceeding 100 % of Annual Sales Plan by value

- Exceeding 90 % of Annual Sales Plan by Product Category and thus ensuring that the Company meets its market share objectives.

- Evolve an effective Operation Plan for the territory comprising distributor-wise targets, promotional activity calendar, Reach Expansion Plan, Channel Correction Plan, Resource Plan etc.

- Collect, analyze and disseminate information to field force and HO for Competitor Activities, Market Shares, Channel and Network Management, Pricing, Promotions etc.

Manage optimization of stocks, debtors and expenses through :

- Maintaining DSO within norms on a monthly level

- Effectively forecast Sales through accuracy of Rolling Sales Plan.

- Ensure proper liquidation of defective / slow moving / discontinued products.

- Optimize travel, communication, conveyance and miscellaneous expenses.

Optimizing output by effective management of the front-line field force by :

- Monitoring Officer-wise performance (weekly / monthly / annual )

- Ensuring adherence of his team to field discipline / reporting norms.

- Eliminating Channel complaints and settling complaints within lead times, as per norms.

- Effectively monitoring, appraising and training all members of the team.

- Implementing and monitoring compliance of a pre-planned customer contact plan for self and team based on territory requirements.

Key Result Areas :

- Achievement of Sales as per targets.

- Achievement of Market Reach objectives.

- Achievement of Sales volumes per segment.

- Controlling Debtors.

- Control of Expenses within Budget.

- Monitoring Reporting.

- Achieve branch profitability (CBP) as per Budgeted norms.

- To select, recruit and train distributor Salesmen.

- To organize, through Sales Executives, product knowledge and customer handling training programmes

- For distributor staff.

- To achieve profitability (CBP) for the branch, above or in line with budgets set for the same.