Manager - Sales - Confectionery Industry

One of the leading players in the confectionery industry in India today.

Position: SM(North Bengal, Siliguri Bhutan)

Location : Siliguri

Qualification: Post-Graduate with Specialization in Sales/Marketing from Tier I/II / III B School..

- 4-6 years' experience in FMCG sales preferably in Foods Category

- Excellent communication and inter-personal skills; Good Negotiation Skills

GENERAL ACCOUNTABILITY

The position is accountable for:

1. Driving sales at the area level.

2. Implementing the distribution strategy at the area level

3. Monitoring adherence to sales systems and processes at area level

KEY ACCOUNTABILITIES

1. Sales Planning & Strategy

- Create area sales targets in alignment with the branch sales target through discussion with the branch sales manager

- Provide inputs for sales achievement strategy by integrating data on market competition, channel potential and market experience

2. Distribution Strategy

- Identify new towns for distributions ( population 50k and above) and provide inputs to distribution network enhancement

- Track lapses in distribution of FG and highlight cases that require follow up

- Provide data on market trade schemes and highlight aspects that can be included.

- Participate in the development of PJPs for the area

3. Distributor selection/management

- Plan for distributor expansion in the area in sync with branch distribution expansion plan.

- Identify and screen potential distributor partners within the area

- Ensure that there are no pending claims of distributors by actively following up with them and branch accounts

- Track stock level at each distributor and ensure that the compliances pertaining to stock levels etc are adhered to by following up with concerned DSE/Sr. DSE

- Track distributor efficiencies for the area and highlight cases of low performance. Participate in the recommended action plan

- Track and address all distributor related issues at the area level on a regular basis

- Participate in distributor meets

4. Sales systems/processes

- Ensure completion of sales related documentation by DSEs as per SLA

- Use documented data to interpret area sales performance

5. Market Competition Analysis

- Collate area specific market and competition activity analysis.

- Actively use learning's to recommend actions at the area level

6. Sales Track

- Track sales numbers at the area level.

- Track lapses/gaps; develop area sales strategy to address ingoing dynamics.

- Analyze and record target achievement by team members.

7. Market promotions

- Ensure that schemes and promotions reach distributor and consumer

- Leverage feedback on schemes from the trade /consumers to create recommendations

8. Manpower Planning & management

- Ensure adequate manpower at the area through proactive planning and follow up

- Ensure adequate manpower at the distributor set up

- Engage in Sr DSE/DSE retention

9. New Product Launches

- Track performance of the new product and ensure that distribution takes place as per plan.

10. Budgeting

- Prepare and recommend area wise budget for sales related activities and schemes etc

11. MIS & Reporting

- Generate MIS Reports as per process and guidelines for inter-functional and functional use

12. Functional Structuring

- Provide inputs for the development /enhancement of role structures within the area

13. Inter-functional Linkages

- Identify & highlight gaps in inter-functional communication & expectations within own functional area

- Recommend enhancement/alterations in SLAs to enhance inter-functional linkages to deliver own functional agenda

14. Training & Development

- Provide TNA inputs for identification of development areas for all positions with in the area

- Nominate sales members to training programs

If interested, please share the following details :

- Current Location:
- Current Salary; Fixed + Variable:
- Expected Increase over Current Salary: