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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