Area Sales Manager - Modern Trade - FMCG

ASM-Modern Trade

Requirement :

Looking for an ASM-Modern Trade for a reputed FMCG company.

Job Purpose:

1. Develop, influence, and drive the implementation of the growth agenda in the area. Realize growth opportunities by implementing S&D plans related to markets, channels, infrastructure, people, and enablers.

2. The role serves the purpose of translating business strategies into suitable actions for specific geographies on the one hand while leveraging local-level opportunities to drive Physical and Mental availability on the other

Planning Role :

- Set, monitor and deliver key business and S&D objectives at period, quarter, and Annual levels

- Develop the markets by using a judicious mix of tools available to drive Physical and Mental availability

- Deploy and/or create "person neutral" systems, processes, and Ways of Working that lead to a fundamentally solid Sales Engine in his/her specific geography.

- Influence Key stakeholders such as LM, Trade Marketing, Key Account Managers, Marketing and Regional Category teams of Retailers to align and garner the necessary support to meet growth ambitions in the mid to long-term

- Engage with Regional chains to develop & grow business by formulating category and portfolio-specific plans

- Maximize throughputs of trade spends (as per agreed norms) and ensure delivery of In-Store Visibility and execution as per standards leveraging tools available

Execution Role :

- Deployment & Execution of period, quarterly and Annual Business Plans

- Deployment and execution of all promotions and BTL activations planned by the National Key account team

- Driving the team of Sales Officers, TSIs, Merchandisers, and Promoters to deliver the picture of success in the Modern Grocery outlets formats being covered by the Modern Trade Channel

- Driving for all Initiatives planned in the geography towards category management, Additional Visibility elements, multi-site and cross-category placement of products or any other Initiative drive planned by the National Key account team

Key Account Management:

- The MT ASM will handle the regional Chains that may exist in their region and conduct Key Account management function for those set of chains

- The incumbent will also be responsible for engaging with the regional teams of National Chains to develop and execute local level activations by coordinating with the Customers' category teams and Key Account managers

- Key account management role would mean engaging with the Chains category Teams for Business planning and delivery, Promotion & Visibility planning and driving for Desired market Shares

- The Role would require the ASM to engage in Data Analytics and derive insights to be applied in driving business with the Regional Chains

People Management :

- Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programs as designed by the company

- Coach SO's on the Sales & Distribution system and drive desired productivity levels

- Implement structured training interventions as per agreed calendar to continuously up skill their Sales Officers / Promoter & Merchandiser team

- Recruit desired numbers of Promoters and Merchandisers of targeted profiles within specific timelines

- Drive adherence and usage of SFA tools to track and build information and actionable outputs to improve in-store execution standards

Administration :

- Conduct Period meetings as per agreed norms to monitor performance levels across cities, SO, Distributors and Brands

- Ensure efficient backend administration by way of claim submissions, expense statements, account reconciliations and signoff's etc

- In conjunction with LM, ensure a higher level of forecast accuracy on a period level and align with regional Supply chain teams to ensure efficient service levels to customer