Area Sales Manager - General Trade - FMCG

Position: ASM (General Trade)

Report to: RSM

Reportees: A team of ADE, SSO and SO

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Drilling top line growth:

- Accurate planning of sales at a monthly level for his/her respective channel partners and sales team.

- Drive the achievement of primary and secondary sales target for the area.

- Plan and achieve specific revenue and volume-based target across focused categories, channel objectives as per the business plan.

- Leverage trade schemes, GTM initiatives to drive growth in the area.

- Plan and execute the new product launches in specific markets, channels to achieve the set targets as per the business plan.

- Identify and recommend infrastructure needs for driving business growth in geography.

Channel Partner Management:

- Ensure overall availability of distribution infrastructure for the area{distributors, 3P salesmen, Vans).

- Aligning channel partners for yearly and monthly business plans and conduct regular business reviews.

- Achieve coverage and distribution norms with focus on category, channels.

- Negotiate, influence distributors for achievement to targets, investments, settlement of claims, enable the availability of stocks etc.

- Manage distributor ROI.

- Adherence to SOPs, commercial and supply chain hygiene for the area.

- Execute growth, customer development and customer marketing plans, market expansion plans by partnering with CD, CM team.

Excellence In Execution:

- Implement sales processes, SOPs with strong focus on adherence and quality.

- Monitor competition activities to drive necessary changes and improvements in sales and distribution planning.

- Drive the overall RE management through effective implementation of Visibility, merchandising and loyalty programs across channels.

- Drive adherence in teams towards market working norms.

- Drive utilization of MIS systems, SFA system across the distributor and field force teams.

- Establish ongoing review mechanisms with team and channel partners. Resolve operational issues for both team and channel partners.

Managing & Leading Teams:

- Hire, induct, coach and guide teams towards achievement of sales & distribution objectives.

- Set performance targets, monitor performance, suggest and support improvement on continuous basis.

- Communication of methods, policies and ways of working to the team members to drive compliance to SOPs.

- Build motivation, enthusiasm in the field teams.