Hersheys - Area Sales Manager

Major Duties/Responsibilities:

Manage Sales Infrastructure:

1. Able to firm up S&D plan for the year based on territory priorities and execute effectively

2. Fix quarterly phasing in discussion with SOs and build the plans at a PJP level

3. Analyze potential areas in assigned geography where Distributor appointment would enhance business prospects.

Distributor management:

1. Understands how to appoint right Distributors and evaluate them on financial strength, infrastructure, experience, market standing.

2. Make channel partner adequacy plan and ensure execution of the same

3. Lead distributor performance review and objective setting

4. Manage Distributor hygiene

Sales and Operation Management:

1. Ability to give right demand forecast

2. Analyze past trends on demand FC and course correct

3. Draft Local Trade promotion plans to fulfill gaps or where potential exceeds FC.

4. Review team on months secondary sales objectives

5. Review and Reporting: Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales Achievement and EDGE Scorecard and discus Sales MIS and EDGE Scorecard with the Team.

Sales Development:

1. Ability to design and execute trade promotion plan

2. Identify activation opportunity with respect to a brand, occasion or an event Communicate activity objectives/ success metrics and execution plan.

3. Ensure effective merchandising in Key outlets

Manage Talent:

1. Coach the Territory Heads on the Sales Execution and Territory Management

2. Ensure complete staffing

3. Identify Learning and Development areas for the team and lead implementation of the Sales Training Program

4. Set KRA for Self and team in line with organization priorities and ensure cascade of company objectives within team and with channel partners