Area Sales Manager - FMCG

ASM for FMCG (Mumbai).

Job Profile :

Position : Area Sales Manager

Reports to : Branch Sales Manager

Location : Mumbai

Accountabilities :

1. Defining territory boundaries and constraints

2. Analysing territory workload and assigning resources to territory, ensuring that it is well represented in customer outlets

3. Authorising and monitoring the customer contact schedule

4. Generating different initiative scenarios, defining field action plan(s), setting and communicating field objectives and tracking results

5. Orchestrating field activities, overseeing product placement, display and distribution, pricing and promotions activities

6. Ensuring field force capability to deliver consumer objectives and achieve financial and strategic targets

7. Evaluating field force performance with a view to making improvements or changes that will build capability, coaching individuals and teams, dealing with performance issues

8. Building and maintaining effective customer relationships

Pre-requisites:

In order to succeed in this role, it is expected that you will have:

a) Experience in Managing a territory

b) Experience of Trade Initiatives to include promotions, new products and pricing

c) Negotiation and customer management skills

d) Understanding of Cost to Serve elements

e) Understanding of Gross to Net management

f) Ability to manage team(s)

g) Strong coaching ability

Key Performance Indicators :

Success in this role will be measured through a balance of qualitative and quantitative performance measures that are aligned to the appropriate balanced scorecard. These will form part of your annual objectives

1. Volume Achievement

2. System Hygiene

3. New Brand Performances

4. Innovations, which are cost effective and replicable

5. Capability development of Sales Officers

6. Influencing Brand Managers to support local initiatives

7. Liaison with Branch Logistics and Head Office Logistics to ensure adequate stock

Key Relationships:

Retail Distributor

- Retail Distributor Salesmen

- Commercial Finance Business Partner at Branch

- Branch Logistics Co-ordinator at Branch

- Sales officer & Area Sales executives

Accountable

- Ensures clarity of purpose and responsibilities for self and others

- Measures and delivers the required capability building outcomes

- Takes responsibility for ensuring collaborative and effective working with teams, notably the customer business team, to deliver results

Aggressive

- Focuses on capability building contribution to business success and new value creating opportunities

- Has the drive and resilience to succeed, moves quickly to seize opportunities and to counter competitive moves

- Responds to challenging goals and takes considered risks where appropriate

Adaptable

- Is open-minded, and shows flexibility in approach for different situations, delivers innovation to the customer

- Has excellent change management skills, particularly skillful in leading culture shifts towards a consumer focus

- Has a customer service orientation, is commercially astute

Motivating

- Motivates and inspires colleagues to take appropriate actions which add value to the business, is a highly effective negotiator

- Builds and maintains constructive and long-lasting customer relationships.