Area Sales Manager - Modern Trade - FMCG

Full time MBA

Total experience in the range of 8 - 10 years experience with at least 5-6 years in field sales

Exposure to Modern Trade / Key Accounts will be an added advantage

Key Account Management : 

- Establish productive, win-win relationships with category, supply chain, commercial teams of regional and national chains across retail, cash & carry, pharma and beauty formats.

- Distributor management - establishing terms of business, periodic performance evaluation, setting expectations on fill rates, service levels, ROI etc.

- Develop monthly, quarterly, yearly business plans and activation calendar with chains at regional level in collaboration with KAM and TMM team.

- Explore opportunities/ additional events for collaboration with key accounts.

- Review business performance monthly and ensure hygiene on fill rates and commercials.

- Create and execute growth plans

- Analyse internal and external data sets to make robust growth plans.

- Identify trends from the data, quantify 'sources of growth', correlate business growth with market intelligence and make SMART plans

- Utilize trade marketing inputs effectively for highest sales returns

- Flawless Execution

- Order fulfilment, delivering healthy fill rates to customers, ensuring listed assortment presence in stores.

- Ensure on-ground execution of monthly promotion calendar, hired assets in store.

- Manage stock level planning, and sales forecast for the area at a monthly level

- Develop understanding and successfully roll out pilots and projects to improve key systems and processes associated with distribution

- Drive process initiatives like 'EDGE (excellence in driving execution) score' to take in-store execution to the next level

- Build and lead a strong and capable team

- Coach and inspire front line sales team to execute market plans, implement growth agenda, achieve stretch goals and drive best-in-class in-store execution