LT Foods - Area Sales Manager

Department : FMCG

Reporting to : Regional Sales Head

Job Purpose

- Implement & monitor area sales plans, improve network penetration and guide the sales force in enhancing customer interface for achievement of area sales targets

- Develop long term relationships with channel partners & key customers to ensure repeat business

Primary Responsibilities :

Strategy & Planning :

Sales Planning :

- Develop an annual sales plan for the area in line with the organisational and regional target and get it approved by the regional sales head

- Update sales MIS, generate periodic reports and share with the regional head and institutional sales head for inputs in order to achieve targets

- Constantly track competitor activity within the area and suggest ways and means to deal with the same

Operations :

Sales Target Achievement :

- Share monthly targets with the field sales force and regularly monitor achievement of the same in both the traditional sales channel and the institutional sales channel

- Coordinate with outbound logistics person at the plant for ensuring stock availability as per the sales plan

- Conduct review meetings with the field sales force to identify issues and suggest corrective actions

- Customer Relationship Management

- Guide the sales force in building relationships with the distributors and retailers for increasing the sales of LT Food's products

- Monitor the service levels provided by the field sales force to the various channel partners and address service level complaints, if any

- Interact regularly with key customers for quality feedback and strengthening the existing relationship

Financial & Control :

Commercial Activities :

- Coordinate with the outbound logistics person at the plant to ensure timely availability of goods at the depot

- Coordinate with the Regional Accounts & Commercial team for ensuring accurate compilation of receipts and payments within the area

- Ensure timely delivery of finished goods from the warehouse to the distributors and monitor all outstanding clearance, collections and payments with the region

- Judiciously use the budgets allocated to his/ her particular area to drive the sales agenda within the area

People Management :

Comprehensive people management responsibilities, in terms of :

- Handling Performance Appraisals of subordinates - Set goals, review and manage performance, guide and counsel and provide feedback on performance so as to ensure a motivated and committed team

- Playing an active role in recruitment of incumbents into the team

- Responsibility for handling and approving promotions in the team

- Ensuring high level of employee engagement and retention of key personnel

- Responsibility for training and counseling of the team along with career planning & development

- Enhancing the competency level of the team, by providing them opportunities like feedback, training, coaching, etc.

- Recommend team members for promotion within the organisational heirarchy

- Drive the development of Manpower plans for the team to ensure adequate manpower for the team

External Interfaces : Channel Partners,Retailers

Internal Interfaces :

- Regional Accounts & Commercial Team

- Trade Marketing Team

Desired Qualification : MBA (Sales & Marketing) from a premier institute

Desired Experience : 6 - 7 years of experience in sales. Experience in FMCG sales would be preferred