We have an urgent Opening for Area Sales Manager (Traditional Trade + Modern Trade) for Kolkata Location (handling entire north East Area)
Designation- Area Sales Manager (Traditional Trade + Modern Trade)
No of Position:-1
Reporting to - Zonal Sales Manager
Location- Kolkata (handling entire north East Area)
Education- B. Com, B. Sc. with MBA / PGDM in Marketing will be added advantage
Work Experience- 5-12 years in Channel Sales + Modern Trade
Industry Preference- Good MNC from FMCG companies only
CTC: - Depend on Current CTC
Require Skills,
- Age should not be more than 40 yrs.
- Currently on a position of Area Manager/Area Sales Manager/ Sr. Territory Manager etc
- Should be handling On Roll Team
- Strong Communication Skills
- Smart Knowledge of particular area with good brand only
Key Skills
- Should be open for travelling and should have good networking presentation and on Roll team management skills.
1) Business Developmen (Person should currently be responsible for a minimum business turnover of 50 Lac to 1.0 crores on monthly basis)
a) Planning, organizing, and implementing strategies to improve product awareness and volumes.
b) Sales budgeting and provisioning- To track monthly performance against the sales plan and proactively identify solutions to close performance gaps, if any.
c) Territory mapping & market segmentation to identify customer groups
d) Development and execution of trade / consumer promotions to attract distributors, wholesalers & retailers
2) Channel Management / Distribution Management-
a) Identifying and developing reliable distribution network in rural and urban markets
b) Ensuring efficient logistic operations and facilitate inventory at all points
3) Team Management
a) Lead & monitor performance of SOs and SAs in the respective areas for higher productivity achievement of individual & group targets.
b) Implement OJT for competency in product knowledge, display, customer service and selling skills and data accuracy reporting.
Role Summary
- The Area Sales Manager manages all aspects of sales activities for a sales force covering his assigned territory or market.
Essence of Role - Key Accountabilities
1) Developing and Implementing -
- Develop and ensure implementation of Sales strategies to deliver annual volume objectives of the region within budgeted costs
- Achieve primary and secondary sales ensuring effective distribution of Company's products
- Propose sales promotion plan/schemes to the Sales Head
2) Identifying and Monitoring Distributors -
- Manage the distribution network and C&F agents with periodic monitoring of sales and collections
- Identify and network with distributors for deeper market penetration and reach
- Work closely with dealers and distributors and assist them to promote the Company's products
3) Monitoring-
- Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends
- Analyze market response/requirements and communicate the same to the Marketing team
- Plan and monitor new product launches in co-ordination with the Marketing Team
4) People Management -
- Hire, train and appraise sales staff in line with company policy
Role Dimensions
1) Financial Dimensions
2) Non-Financial Dimensions
- Assisting the RSM in Strategizing, planning and execution of all sales related activities
Role Complexity [Eg. Location, Industry dynamics etc]
- Based at headquarter location but expected to travel all over his assigned Territory
Job Profile -
- Develop and ensure implementation of Sales strategies to deliver annual volume objectives of the region within budgeted costs
- Achieve primary and secondary sales ensuring effective distribution of Company's products
- Propose sales promotion plan/schemes to the Sales Head
- Manage the distribution network and C&F agents with periodic monitoring of sales and collections
- Identify and network with distributors for deeper market penetration and reach
- Work closely with dealers and distributors and assist them to promote the Company's products
- Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends
- Analyze market response/requirements and communicate the same to the Marketing team
- Plan and monitor new product launches in co-ordination with the Marketing Team
- Hire, train and appraise sales staff in line with company policy
- Assisting the RSM in Strategizing, planning and execution of all sales related activities
Functional Skills Required
- Understanding of FMCG categories
- Sound knowledge of Sales processes
- Strong PC literacy in Microsoft Office Suite (Word, Excel, PowerPoint)
- Excellent Presentation Skills
- Analytical Skills
- Merchandizing Skills
Desired Competencies / Behaviours
- Leadership
- Strategic Thinking
- Excellent Communication & Interpersonal Skills. Fluency in the local language would be preferred. Ability to communicate fluently in English is essential.
- Self-Motivation
- Result Orientation
Impact of Influence
External Interactions / Influence
- Distributors, C & F Agents, Retailers, Customers
Key Skills
- Should be open for travelling and should have good networking presentation and on Roll team management skills.
Kuldeep Singh Shekhawat
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