Area Sales Manager - FMCG

Area Sales Manager - Kolkata

JOB TITLE : Area Sales Manager

LOCATION : Kolkata

JOB PURPOSE :

- To achieve area business plan, sales & distribution objective and manage team effectively in line with business objectives

KEY 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 TSE and distribution network

- Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets)

- Monitor implementation of Distribution plan across distributor territories

- Monitor brand availability, visibility & freshness (Stock rotation)

- Drive NPI in line with CM plan across TT, PT and SS network

- Ensure that the TSE are regularly working with the ISR & visiting PT distributors

- Formulate & execute the secondary sales plan - Area wise, TSE wise, Brand wise, SKU wise

- Conduct JCM's for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year

- Work closely with the Ethical teams (RM & ABM in the area)

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 :

- 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)

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 ANI 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 TSE 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 good talent and develop atleast 1 TSE for higher responsibility in the long.

- 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 Customer Marketing Team

- Support & Provide feedback on marketing plans for the area

Key Behavioral Competencies Required :

- Leadership

- Interpersonal and team building skills

- Communication skills

- Analytical skills

- Negotiation skills and influencing ability

- High degree of initiative and enthusiasm

- Mobility, Adaptability

- Achievement orientation

- Planning and organizing ability

Experience :

1. Graduate 6 - 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience

2. Mobility

3. Interpersonal skills

4. IT - computer skill, MS office

Technical Knowledge / Skills Required :

- Knowledge of Sales systems and processes

- Knowledge of market dynamics, demographics of the area

- Knowledge of various statistical techniques, operating packages

- Financial & Marketing management

- Logistics & supply chain management

- Understanding of basic science and product knowledge

- Networking and orientation towards customer (retailers/associations) management.

- People management

- Computer skills - MS Office