Senior Area Manager - Sales - FMCG - IIM/ISB/FMS/MDI

Senior Area Manager - Sales

Reporting Matrix:

The role will report to the State Head and will have 8-10 Territory Sales

Managers as direct reports and 70-80 business development executives as indirect reports.

Responsibilities:

Business Growth:

- Grow distribution and market share in the assigned area of operations

- Identify, interact, and develop DSAs to align and drive business in the market

- Synthesize inputs on local competition from TSM and verify for authenticity across geography. If a local initiative is identified then formulate and launch a counter-strategy

- Analyse data and identify improvement areas, corroborate through market visits to identify sweet spots for performance

- Benchmark and compare performance with territory to broad base good practices

- Plan market size, span & geographies for TSM / TL / BDE / FL's

- Should be able to devise the best methods for communication of plans/targets to the team so that there is minimum expectation vs delivery gap

- Ability to understand formats/data so as to gather the right information, viz, in cases when we want them to do surveys and develop insights.

Stakeholder Management:

- Handle merchant escalations in the market & partner with various internal stakeholders to resolve them

- Partner with cross-functional teams like Marketing, Sales Capability, and HR to ensure appropriate levels of market collaterals, headcount, onboarding experience, etc.

- Implement processes and metrics for tracking progress and setup review mechanisms with all the stakeholders

- Ensure payouts to and from DSA are done as per process and timelines including accurate calculations and disbursement.

People Management:

- Drive hiring of TSM, BDEs & RTLs to ensure 100% manning in the team

- Onboard the new team members and help them assimilate ways of working

- Participate in the performance appraisal process sharing insights about the team and sharing relevant feedback with team members for their growth & development

- Coach TSMs regularly to allow them to better manage the input and output deliverables of BDEs

- Understand the reasons of exit and take corrective action to reduce attrition

- Drive team-level R&R and engagement practices

Quality Management:

- Monitor quality parameters like KYC, PFB usage to identify gaps, & initiate corrective action

- Validate audits conducted by TSMs and evaluate the process followed & inputs shared by TSM

- Monitor performance on compliance parameters to ensure zero deviation

Requirements:

- MBA from Tier 1 campus with a good academic record

- 3-5 years of relevant experience in sales and distribution/business development

- Excellent interpersonal skills to manage situations on the ground

- Should have managed larger teams on the ground

- Exposure to the start-up environment is an added advantage

- Problem solving abilities with a strong bias for impact

- Strong ethics and discretion while dealing with customers

- Drive for results, able to demonstrate/quantify success relative to established targets and metric