<p>Skills - Sales- Modern Trade<br><br>Job Description<div><p><br></p><p>Position Title: Area Sales Manager -  MT </p><div><br></div><p>Function: Sales</p><div><br></div><p>Key Stakeholders:</p><div><br></div><p>Internal:</p><div><br></div><p>- National Head Modern Trade &amp; Alternate Channels, RSM, Area Heads - Modern Trade, Key Account Manager (KAM), Supply chain - MT &amp; region, Commercial team - MT, Customer marketing manager (CMM)</p><br>External:<br><br></div><div><p>- Regional Category Heads / Managers of Retail Chains, Store managers/Cluster Managers, Purchase Heads - Commercial Managers, DC team of customers</p><div><br></div><p>Educational Qualification:<br></p><div><br></div><p>- MBA (Specialization in Sales &amp; Marketing) from a Premier B School / Graduate</p><br>Experience:<br><br></div><div><p>- 3 - 4 years (with experience in modern trade sales) if from a Prem B School, 5-7 years years if otherwise</p><br>Purpose of the Role :<br><br></div><div><p>- Deliver the sales objectives of volume, value, market share and in-store execution; and does the customer facing role for Britannia in the region</p><div><br></div><p>- This role will work with cross functional team of MT (KAMs, Customer Marketing, Supply Chain and Commercial).</p><div><br></div><p>- Ensure delivery of the channel plans at the store level, ensure merchandising (basis norms), drive field efficiencies, and ensure a robust engagement &amp; relationship matrix with MT customers (inc distributors) at a region level.</p><div><br></div><p>- This is a leadership role where the incumbent not only lead the team but also lead the region, and build Britannia imagery in MT</p><div><br></div><p>Reporting To : Head - Modern Trade</p><div><br></div><p>Number of positions reporting to the role : 4 to 6</p><div><br></div><p>Position Titles of direct reportees : PSM, TSI, TSOs.Also, the merchandising team</p><div><br></div><p>Key Responsibilities:</p><div><br></div><p>- Define monthly and quarterly plans to drive volume, value, market share and activations in the region :</p><div><br></div><p>- Firm up sales development plan to drive month and quarter priorities of the channel/region</p><div><br></div><p>- Manage order generation through customers and order execution. Led by field team, and closer working with supply chain and KAM</p><div><br></div><p>- Plan and Execute brand activation / channel activations at store level by working closely with KAM, CMM, Customer team</p><div><br></div><p>- Manage supplies for indirect parties (supplied by distributor)</p><div><br></div><p>- Detailed data analysis of Nielsen, Internal Sales, Customer Offtake and activation to understand the gap and opportunities &amp; build plans basis that</p><div><br></div><p>- Drive Merchandising, and in-store execution :</p><div><br></div><p>- Manage the merchandising agency and team</p><div><br></div><p>- Responsible to ensure execution of merchandising KPIs eg attedance, beat adherance, share of shelf (SOS), availability, promo execution, asset execution &amp; management etc</p><div><br></div><p>- Continuous team engagement to ensure high retention in merchandiser &amp; promoters</p><div><br></div><p>- Train team to deliver differentiated and innovative displays in the store</p><div><br></div><p>Drive field efficiencies :</p><div><br></div><p>- Brand level distribution, Range Selling (unique lines), Dairy distribution, FoB (frequency of billing), TLSD, SAMT Growths &amp; TLSD (stand alone modern trade), focus brands availability, in-store execution (promo, visibility elements, activation KPIs), secondary fill rate</p><div><br></div><p>- End to end Customer wiring leading to superlative in-store execution:</p><div><br></div><p>- Lead the SAMT (stand alone modern trade) and regional chain planning</p><div><br></div><p>- Involves TOT planning &amp; adherence, Business planning, Market share deliverables</p><div><br></div><p>- Be the face of britannia for all accounts at a regional level. Drive engagement and busines through regular reviews</p>Establish and run relationship matrix between field team and customer store team, through regular visits (basis norms), reviews and business planning<br><br></div><div><p>- Competitiion understanding through customer discussions and field visits</p><div><br></div><p>- Bring out opportunities and gaps for the larger team (esp KAM) to work upon</p><div><br></div><p>Commercial Management :</p><div><br></div><p>- Ensure commercial adherence in promo execution from distributors and pricing check at store</p><div><br></div><p>- Claim management from distributor to commercial team; and system through portal</p><div><br></div><p>- Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and Champion's Scorecard and discuss with the Team.</p><div><br></div><p>New Product Management :</p><div><br></div><p>- Work closely with KAM, CMM, Supply chain to understand the channel priorities on new launches/ channel specific plan</p><div><br></div><p>- Robust plan to roll out GTM (go to market) strategy, superlative execution in terms of distribution and basic field efficiencies</p><div><br></div><p>- Regular review and progress tracking with team</p><br>The Apply Button will redirect you to website. Please apply there as well.<br></div></p>

Mumbai

Britannia - Senior Area Sales Manager - IIM/ISB/FMS/MDI 

Britannia - Senior Area Sales Manager - IIM/ISB/FMS/MDI  ,Job Description for Britannia - Senior Area Sales Manager - IIM/ISB/FMS/MDI  in Britannia in  Mumbai for (3-6) years of experience. Apply Now!

Job Description for Britannia - Senior Area Sales Manager - IIM/ISB/FMS/MDI  in Britannia in  Mumbai for (3-6) years of experience. Apply Now!