Godrej Consumer Products - Area Sales Manager

OUR SALES ORGANIZATION

The sales organization in GCPL India comprises of around 600 direct employees with a footprint stretching across the country. The indirect sales force comprises of around 4000 sales representatives targeting the rural markets in the interiors of the country. GCPL, with a direct coverage of 12 lakh outlets, indirect reach of 50 lakh outlets covering 55000 villages, is one of the leading FMCG organizations in the country. We are market leaders in most of our Core categories- Hair Colour, Household Insecticides, Personal Wash & Aer Care.

THE ROLE

Area Sales Manager : One of the key strategic imperatives at GCPL is building of a cutting edge, future ready sales & distribution organization

The key responsibilities for this role would include:

- Demonstrates deep understanding of customers, shoppers and competitors

- Develops strong win-win relationships with distributors and key retailers in the market

- Actively listens to Channel Partner and Trade partners ' feedback and takes necessary action to improve overall quality of service to our partners

- Engages with channel partners developing strong JBPs, and Influences to invest resources in company initiatives like process, expansion, projects like split line and create the required buy-in

- Influences channel partners look at the medium to long term picture while asking them for the required investments

- Understands business and is able to create & execute growth plans through systematic planning & organising

- Identifies & quantify 'sources of growth' and build plans accordingly (Focus Areas & Enablers, Annual Plan)

- Effectively looks at both internal and external data sets to make robust area growth plans

- Identifies trends from the data, correlate business growth with market intelligence and come out with required inferences

- Ensures superior communication of objectives through Area review meets

- Develops an ability to plan and execute effective long range area sales growth plan

- Leverages trade marketing inputs (schemes/activation) more effectively looking at the investment & opportunity to gain

- Manages accurate stock planning & logistics (Launch Estimates) and sales forecast at monthly level

- Build & Lead a strong & capable team

- Leading, supervising and controlling his team of Sales Officers for the implementation of the growth agenda in the area through the opportunities addressed by:

- Key Geography

- Key Channels

- Key People

- Key Categories & Brands

- Sales Infrastructure & processes

- Identifies & differentiate talent basis performance & potential

- Coaches & inspires front line sales staff to execute broad market plans and achieve stretch goals and drive best in class DSR capability

- Build capability with the team for technological approach and knowledge

- Builds robust development plans for his team, based on each individual's competency gaps and growth aspiration

- Flawless Execution

- Achieve value and process objectives in his area

- Develop understanding and successfully roll out pilots and projects as per SOP

- Leverages trade marketing inputs (schemes/activation) more effectively looking at the investment & opportunity to gain

- Touring by objectives

- Review of Focus Areas

- Understands how to effectively mitigate competitive threats; and also strengthen the team's weak areas

QUALIFICATION & EXPERIENCE

- Post Graduate degree (MBA) in Sales & marketing, preferably from a premier B-school.

- Total experience in the range of 1 -2 years of ASM or equivalent experience in FMCG or allied sectors (Telecom etc) Preferred batches - 2016/17

- The incumbent should have led a team, be strong on execution and acquired a well-developed ability in influencing senior business leaders.

SKILLS REQUIRED

- Good interpersonal skills to navigate cross-functional teams

- Able to work under pressure and meet deadlines

- Capable of managing a team

- Proactive and ability to handle ambiguity

- High energy and drive

- High planning and priority setting skills

- Highly consumer and customer focused

- Proven analytical and critical thinking skills