Area Sales Manager - OTC/OTX - FMCG/Pharma

Area Sales Manager - OTC / OTX

Key Responsibilities :

- Achieve product wise, rupee wise and territory wise sales on monthly, quarterly and annual basis, Provide leadership and direction to sales team to achieve sales objective.

Deliver topline sales number for the Area/State :

- To plan and achieve the sales targets.

- To plan and achieve the distribution targets

- Ensure control on Damage, Returns and Expiry in line with norms

Area & Business Planning (in line with S&D norms) :

- Ensuring quality of market coverage through SO and distribution network

- Achieve S&D Targets as per plan

- Monitor implementation of Distribution plan across distributor territories

- Monitor brand availability, visibility & freshness (Stock rotation)

- Ensure that the SO are regularly working with the ISR & visiting PT distributors

- Formulate & execute the secondary sales plan - Area wise , SO wise, Brand wise , SKU wise

- Conduct JCM's for TSE and review area performance every month

Ensure Financial management by way of :

- Implementing credit policy and credit controls

- Timely claims settlement

- Risk-free realization from the customer (distributor, institutions & cooperatives)

- Timely ROI calculation and communication for distributors

- Deliver on M&P Initiatives

Distributor & Infrastructure Development and Management :

- Ensure optimal stocking levels and high billing efficiency for all distributors

- Ensure distributor compliance to agreed service levels & credit terms

- Review distributor financial health (pipeline and outstanding)

- Ensure that the claims of the distributor are settled within specified time limits

Code of conduct and compliance to stat / regulatory norms :

- Adherence to code of conduct

- Adherence to SOP

- Conformation to all financial and administration systems

- To ensure that Trade Marketing activities are carried out as per norms laid down.

- Analyze the market situation and ensure accurate sales forecasting in line with ANI norms

- Compliance to statutory and regulatory norms

- Handle Legal Issues, PFA issues, packaging defects etc.

- Monitor competitor activity and ensure timely reporting of the same

- Ensure timely submission of claims for the area

- To motivate, train & develop SO for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.

- Facilitate and support training for the field force. Active role in developing their Skills.

- To identify talent in market (attract talent /prelim interviews for recruitment)