Area Sales Manager - FMCG

- Achieving assigned Business targets

- Meeting with Zonal Category team and plan how to achieve sales target on a monthly basis

- Primary/Secondary targets of Distributors

- Decide & Share monthly PTR

- Targets to be achieved for every single territory (Distributors/team members)

- Business Planning for Growth

- Potential assessment basis population

- Deciding Volumes, Variant potential

- Planning required infrastructure- Retailers/Service Schedule/Area Executives/Distributor(direct-indirect partner)/Stock Investments/Infrastructure /Efficient

- Supply Chain/Warehousing

- Quarterly Volume projections and achievement

- Distribution & Expansion

- Distributor Infrastructure

- Required Working Capital deployment

- Ensure desired Manpower (Sales Executives, Backend, Logistic staff)

- Warehousing (Approachability/Reconciliation/Inspection/Security)

- Minimum Inventory levels basis stock norms on desired Variants/SKUs

- Distribution Parameters

- Outlet expansion- Appointing & Servicing new retailers

- Maintaining right mix of retailer category

- Consistency/Improvement of category count

Key Retail Outlet Base : 

- Maintaining strong relations with existing Key retail outlets and Secondary supply chain partners in the area

- Covering 100% KROs in a calendar month

- Identify new Key retailers and adding them in base to increase volume

- Competition Updates

- Tracking competition activities in the area

- Closely watch and update competition Infrastructure to HO - Outlet count, Volumes, Distribution structure, new product launches & other activities

- Brand Visibility & Marketing Campaigns

- Regular Placement of - POP- materials at outlets

- Doing market audits and giving feedback on brand visibility to the team

- Planning brand promotion (focus variant) in his area to capture mind share

- Working closely with brand team for timely execution of marketing campaign

- Measuring results post campaign in the form of variant/volume growth Hygiene

- Adherence of Self/Team Standard Operating Plan

- Area Head to follow his Town wise PJP for the month (shared with HO)

- 100% distributors must be visited/reviewed in a calendar month

- All team members (Co/distributor payrolls) to adhere market working norms and other guidelines issued by HO time to time

- Faster adoption of new softwares/processes

- Stock Report & Order Fulfillment

- Monthly stock report submission of all distributor (Variant wise)