Area Sales Manager - FMCG

Area Sales Manager

Details of the role :

1/ ASM - Ahmedabad/Mumbai Location

As discussed, please find the requirement details below - Area Sales Manager - Ahmedabad- General Trade

- MBA pass-out from Tier 1 or Tier 2 colleges only (Tier 2 colleges like Welingkar, IRMA, KJ Somaiya etc.)

- MBA pass-out batch 2018/2019/2020/2021

- Male or Female candidates - Okay with both

- Location - Work from Ahmedabad or Mumbai location. If candidate chooses Mumbai then they will have to travel 15 days in a month to Ahmedabad

- FMCG industry only

KRIs :

1. Growth planning

- Own and lead the growth agenda for the area: analyse internal and external data to identify, create and execute growth plans through systematic planning

- Leverages trade marketing inputs(schemes/activation) effectively looking at the investment &opportunity to gain

2. Business partnering : Develop strong win-win partnerships with channel and trade partners, including creating joint business plans with a medium to long-term view

3. Coaching and skilling :

- Coach, skill, guide and inspire a team to implement the growth agenda, achieve stretch goals and drive best in class processes, while ensuring personal growth and development

4. Execution excellence :

- Lead and track the execution of the growth agenda in the region, including key processes and pilot projects, with a focus on quality

- Accurate stock planning & logistics and sales forecast at monthly level

Travel - To foster relationships and drive our growth agenda, you will need to travel regularly across your territory. You will likely spend 7-10 days traveling every month.

2/ ASM - Delhi

As discussed, please find the requirement details below - Area Sales Manager - Delhi Modern Trade role

- MBA pass-out from Tier 1 or Tier 2 colleges only

- MBA pass-out batch 2018/2019/2020

- Diversity (Female) candidates only

- FMCG industry only

- Candidate who is currently doing GT and is interested in MT, can also apply for this role

KRIs :

Key Account Management :

- Establish productive, win-win relationships with category, supply chain, commercial teams of regional and national chains across retail, cash & carry, pharma and beauty formats.

- Develop monthly, quarterly, yearly business plans and activation calendar with chains at regional level in collaboration with KAM and CMM teams.

- Explore opportunities/ additional events for collaboration with key accounts.

- Review business performance monthly and ensure hygiene on fill rates and commercials.

- Drive business for E- B2B portfolio as a Key Account Manager

- Create and execute growth plans

- Firm up sales development plan to drive month and quarter priorities of the channel/region

- Detailed data analysis of Nielsen, Internal Sales, Customer Offtake and activation to understand the gap and opportunities & build plans basis that

- Identify trends from the data, quantify 'sources of growth', correlate business growth with market intelligence and make SMART plans

- Utilize trade marketing inputs effectively for highest sales returns

- Competition understanding through customer discussions and field visits

- Bring out opportunities and gaps for the larger team (especially KAM) to work upon Flawless Execution

- Order fulfilment, delivering healthy fill rates to customers, ensuring listed assortment presence in stores.

- Responsible to ensure execution of merchandising KPIs eg attendance, beat adherence, share of shelf (SOS), availability, promo execution, asset execution & management etc

- Manage stock level planning, and sales forecast for the area at a monthly level

- Drive process initiatives like 'EDGE (excellence in driving GCPL execution) score' to take in-store execution to the next level

- Work closely with KAM, CMM, Supply chain to understand the channel priorities on new launches/ channel specific plan

- Robust plan to roll out GTM (go to market) strategy, superlative execution in terms of distribution and basic field efficiencies

Commercial Management :

- Ensure commercial adherence in promo execution from distributors and pricing check at store

- Claim management from distributor to commercial team; and system through portal

- Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and discuss with the Team

- Build and lead a strong and capable team

- Coach and inspire front line sales team to execute market plans, implement growth agenda, achieve stretch goals and drive best-in-class in-store execution

- Optimize promoter allocation to drive higher efficiency and ROI