Tata Consumer Products - Area Sales Manager - Modern Trade

Role Objectives :

Achieve Sales and product visibility-related objectives in Modern Trade by a leading team of TSEs, leveraging available resources & infrastructure at the regional level as per the parameters set by the company.

Key Responsibilities :

Sales Planning :

- Responsible for delivering sales for their area, market share for regional chains and ensuring 100% PO delivery

- Capture on-ground competitor insights by tracking new products launches and competitor promos/activations on a regular basis

- Drive Must Stock List, ensure listing of NPDs in regional and standalone stores and drive Focus Brand Growth

- Share demand forecasts taking inputs from KAMs.

Execution :

- Develop, maintain and expand regional customer base in coordination with central teams

- Monthly meetings with regional category buyers & distribution center Ops managers for planning & performance reviews

- Coordinate with Regional SCM teams to optimize fill rates; monitor regional sales team performance

- Develop and manage efficient regional distribution networks to enhance the sale base, improve MS

- Ensure in-store execution compliance to agreed norms of visibility

Team Management :

- Define market working norms, and perform OJT with each TSE at least once a month incl.

- Develop performance improvement plans and initiate revisions to salesforce training cycles

Desired Experience Level & Qualification :

- Proven experience in managing Modern Trade Sales and Distribution in India

- Experience of working in an organization where Sales Automation and Analytics is matured

- MBA with 4-6 years of relevant work experience in reputed FMCG organizations

- Team management experience