Area Sales Manager - General Trade - FMCG

Position Title : Area Sales Manager

Function : Sales

Key Stakeholders :

Internal : Direct Reportees : TSI / SO, Marketing, Sales Admin, Production, HR, Replenishment, Finance

External : Authorized Wholesalers, Institutions & Consumers

Educational Qualification : MBA/Graduate

Experience : For M.B.A. (2-5 year of sales experience), For Graduate (6-8 years of sales experience)

Desired Competencies :

- Understanding of channel S&D operations

- Leadership skills

- Communication skills

- Basic IT skills

- Objective Orientation

- Business Development

- Process Management

- Commercial Acumen

- Negotiation skills

- Market execution

Key Responsibilities:

Market and Sell :

Manage Sales Infrastructure : Firm up S&D plan for the year based on RSM priorities.

- Fix quarterly phasing in discussion with TSIs and build the plans at a PJP level.

- Analyze potential areas in assigned geography where A/W or Distributor appointment would enhance business prospects.

- Interview parties shortlisted by TSIs and evaluate them on financial strength, infrastructure, experience, market standing and alignment with Company vision.

- Complete and sign on the AW Evaluation format and forward to the General Sales Manager for approval.

- Coordinate separation of non-performing A/Ws with Full and Final settlement and collect No Dues Certificates.

- Coordinate collation of AW Stock & Sales statements at PJP Level.

- Finalize activity plan and individual TSI itinerary at the depot meeting based on month/ business objectives, communicate these to the Field Force