Area Sales Manager - B2C Channel - Automotive Lubricants

Purpose of Role:

- Prospecting & appoint new Distributors and interacts with existing customers to increase sales & product availability in given Markets/ territories.

- Profitable revenue growth in the designated territory through effective implementation of Company sales strategy through the Distributors and Retail serviced Accounts.

- Setting up system & Process at distributor place to ensure smooth functioning of sales operations.

- To develop a team of competent Distributors, RDs and SMEs.

- Ensure all selling and service routines through Distributors are on auto pilot.

Key Result /Accountabilities expected from role:

- Right selection of Retail Distributors and lead in setting up companies business.

- Achieve Targets for Revenue, Reach and profitability.

- Effective Distributor management in terms of maintain right inventory norms, controlling credit and balancing right working capital.

- Establish and Drive customer advocacy (Key Dealers/ Influencers).

- Drive and ensure adherence to world class sales call @ FDFT

- Ensure distributor supply follow FDFT.

- Coach & Guide SME and DSR for world class sales call.

- Proposed and execute local Activation.

Key long term challenges faced in the role:

- Extensive travel

- DB Management - in terms of size, scale, and managing their performance

- Managing multiple priorities, managing workload within tight deadlines

- To work within a framework of policies

Essential Education:

- Minimum Bachelor's Degree.

- An Engineering / Technology in Mechanical / Automobile /chemical/ Production/ Electrical is desirable.

- MBA from reputed institution would be an added advantage

Essential Experience and Expertise :

Experience of 7 - 12 years in channel sales, experience of managing distributors is essential, with experience in

Lubricant (Automobiles ) industry exposure in Retail sales will be preferred.

Third Party workforce Management and Distributor Management

This Jobs involves 15- 20 days of travel outside base location.

Required Competencies

- Business Acumen

- Great degree of Leading People Competency

- Strong Performance Bias

- Strong Partnership and teamwork

- High degree of Wise-Decision making

Behaviours that are considered important for successful delivery in this role :

- Build strong relationships based on trust and honest discussion.

- Pursue systematic management through standardisation, clarification and the elimination of defects

- Support those who believe in - one team- and help to build the effectiveness of - my team- to achieve the best results.