Area Sales Manager/Head - FMCG

Designation-Area Sales Head

Experience-5 to 20 yrs

Location-Tamil Nadu/Uttar Pradesh

Industry - FMCG

Must have experience in FMCG Company

For Tamil Nadu Location Head Quarter is-Coimbatore

For Uttar Pradesh Location Head Quarter-Lucknow

Key Responsibilities/Work Areas :

1. Sales planning and Execution :

- Firm up sales plans for the month/quarter/annum with RSM/Head of Sales

- Ensuring right forecasting, volume/Value build up for the monthly numbers and clarity on Trade marketing inputs

- Communicating and aligning the plans with the Sales Team

- Tracking and Monitoring of Sales plans on Daily/weekly basis

- Monitoring Promo effectiveness on the SKU/brand (both Consumer/Trade Promo)

- Identifying issues and the opportunities at Brand/Category level looking at internal and external trends.

2. Building Distributor Infrastructure :

- Closely monitoring Distributor infrastructure and its effectiveness

- Proactively building infrastructure blue print in line with sales growths and coverage objectives.

- Identifying gaps in terms of investment, infrastructure and work out corrective actions.

- Aligning large Distributors with JBP (Joint Business Plan) on all important business objectives for the City/Channel.

3. Driving Quantity, Quality of Coverage and POP Execution :

- Continuous focus on increasing availability of our Products

- Increasing Direct Coverage with right bench marks

- Increasing Numerical Distribution by leveraging Channels

- Driving sales efficiency metrics- ECO, TLS, Bills cut, LPB etc.

- Understanding the new emerging trends in FMCG distributive Trade.

- Implementing Channel programmes and Visibility drives

- Monitoring all key brand Activities of the month/quarter at the POP

- DSR effectiveness including key activities/programmes

- Continuous focus on width and depth of our Brands as per the Channel spread

4. Managing Customer :

- Distributor :

a) Providing Excellent service to the trade : PDP, Line Fill

b) To manage his investments - Stock, Credit and Claims management as per agreed norms.

c) Quarterly ROI study and take corrective actions.

d) Building and developing AW/Distributor Crew.

e) Building relationship for a long term partnership.

Trade :

a) Provides best in class service through our AW/Distributor

b) Damage/Expiry stock management

c) Claim settlements as per the norms

5. Building and Developing Team

- People planning as per span and channel specifications

- Providing right directions on execution, sales and process orientation

- Regular Sales performance review and feedback

- Identifying skill/competency gaps and working out Development Action Plans

Ruhi