Area Sales Manager - FMCG/Food Services

ASM FMCG /Food Services - Tamil Naidu

Primary Purpose of Role:

Role is responsible for driving the aggressive Volume Growth & Consumer Marketing activations in Tamil Naidu. Identifying current and future opportunities in the geography (Distribution Channel, Entry into various sub channels, Coverage increase and deeper penetration) by actively working to improve Input KPI's, fitting RTM models, engaging Field Sales teams and ensuring the business objectives are met through focused efforts.

The role is located in Chennai and reports to RSM - South

Roles and Responsibilities & Key Deliverables:

- Develop business in Tamil Naidu to achieve short and long-term objectives along with planning across various channels, apart from leading new business opportunities. Responsible for making robust plans to drive sales volumes.

- Driving sales team efficiency through effective utilization of sales enablers like DMS/ SFA by the sales team/ channel partners. Continuously focus and drive input KPI's (ECO, Bill Cuts, Lines per bill, VPO) by having frequent reviews with BDE's and TSI's.

- Efficient distribution and sales management by being on top of business priorities. Lead processes for aligning existing distributor, partners with their monthly targets and ensuring adequate investments for reqd. infrastructure for business growth. Basis the available S&D data, expanding and growing company's presence across Tamil Naidu. Establish well-defined processes for Distributor/Sub-D appointment considering key parameters around distribution management like ROI, investment components, margins, scope of business growth. Deeper penetration and reach across environments with new SKU's.

- Timely planning, aligning RSM/Channel teams on long term/ short term interventions on trade input/3P team incentive and effective execution thereof, within agreed budgetary limits, to ensure delivery of business objectives

- Identification of brand building/ BTL activation opportunities and coordinating with relevant stakeholders (sales team/ marketing team/ external agencies) for timely and effective execution of these activities.

- Guiding the team (sales team/ channel partners) to develop high level of engagement and strong working relationships with trade partners to influence on various parameters-Assortments, Availability, Menu Listing, branding in order to deliver targeted volumes and market share.

- Tracking and reviewing the performance of third party payroll team members (TSI/Promoter), and giving performance feedback to relevant stakeholders.

- Build a winning culture ensuring high engagement and performance through a diverse team.

Knowledge/Experience:

- Relevant experience in FMCG space across HoReCa/Foodservice, Key Account, C&C,GT channels

- Experience in Consumer/BTL Activation

Professional/ Technical Competencies:

1. Sound understanding of Sales & Distribution - HoReCa /Foodservice

2. Experience in driving and conceptualizing Consumer Activations for the assigned Territory.

3. Prior Team Handling experience

4. Relevant Trade Experience in FMCG/ F&B/FMCD space

5. Strong analytical skills with a keen eye for details

6. Ability to Manage and develop people

7. Negotiation Skills

8. Multi-tasking and prioritization skills

Academic:

- Must have Master's degree - Business or Sales/Marketing with 6-8 years of FMCG/F&B/FMCD experience