Posted By
Posted in
Sales & Marketing
Job Code
676765
Our client, a FMCG company, is looking for the following:
Role : Sr.Area Sales Manager (For Telangana & AP region)
HQ: Hyderabad
ROLE OBJECTIVE :
To achieve area business plan, sales & distribution objective and manage the team effectively in line with business objectives
RESPONSIBILITIES :
1. Deliver topline sales number for the Area/State
- To plan and achieve the sales targets.
- To plan and achieve the distribution targets
- Ensure control on Damage, Returns and Expiry in line with norms
2. Area & Business Planning (in line with S&D norms) :
- Ensuring quality of market coverage through executives and distribution network
- Achieve S&D Targets as per plan
- Monitor implementation of Distribution plan across distributor territories
- Monitor brand availability, visibility & freshness (Stock rotation)
- Drive NPI in line with the plan
- Ensure that the executives are regularly working with the ISR & visiting distributors
- Formulate & execute the secondary sales plan
- Conduct meetings for executives and review area performance every month
3. Ensure Financial management by way of:
- Implementing credit policy and credit controls
- Timely claims settlement
- Risk-free realization from the customer (distributor, institutions & cooperatives)
- Timely ROI calculation and communication for distributors
4. Distributor & Infrastructure Development and Management :
- Educate and train the distributors on systems & processes
- Ensure optimal stocking levels and high billing efficiency for all distributors
- Ensure distributor compliance to agreed service levels & credit terms
- Review distributor financial health (pipeline and outstanding)
- Ensure that the claims of the distributor are settled by company within specified time limits
5. Code of conduct and compliance to stat / regulatory norms :
- Adherence to code of conduct
- Adherence to SOP
- Conformation to all financial and administration systems
- To ensure that Trade Marketing activities are carried out as per norms laid down.
- Analyze the market situation and ensure accurate sales forecasting in line with company norms
- Compliance to statutory and regulatory norms
- Handle Legal Issues, PFA issues, packaging defects etc
6. Administration Responsibilities :
- Provide administrative support to the Regional Sales Office through timely and accurate reporting
- Monitor competitor activity and ensure timely reporting of the same
- Ensure timely submission of claims for the area
7. People Management :
- To motivate, train & develop team for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.
- Facilitate and support training for the field force. Active role in developing their Skills
- To identify talent in market (attract talent /prelim interviews for recruitment)
8. Localised Trade Marketing Initiatives :
- To develop new business plan in order to increase volume/value sales.
- Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
- Implement regional plans developed by the Trade Marketing Team
- Support & Provide feedback on marketing plans for the area
REQUIREMENTS :
- MBA with 4-7 yrs of experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes
- Experience of handling atleast one state. (AP or Telangana)
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Posted By
Posted in
Sales & Marketing
Job Code
676765