Mondelez - Area Sales Manager - Modern Trade - IIM/ISB/MDI/FMS

Position Title : ASM - MT

Reports To : Branch Sales Manager- MT

Function/Sub Function : SALES FIELD/SALES

Level/ Grade : Manager Grade

Industry to be tapped : FMCG only

Qualification : Min. Bachelor's Degree (Social Science, Business Administration, Marketing preferred). MBA (Premier B-School)

Purpose of Role :

In Mondelez India we work together to create brands people love. You will contribute to this by defining your area plan, managing the field force, and leading the market activations and the field activities, which with deliver your area strategy at the point of purchase.

Main Responsibilities :

1. Defining territory plan, opportunities for growth, boundaries and constraints

2. Analysing territory workload and assigning resources to territory, ensuring that Cadbury is well represented in customer outlets

3. Authorising and monitoring the customer contact schedule

4. Generating different initiative scenarios, defining field action plan(s), setting and communicating field objectives and tracking results

5. Orchestrating field activities, overseeing product placement, display and distribution, pricing and promotions activities

6. Ensuring field force capability to deliver consumer objectives and achieve financial and strategic targets

7. Evaluating field force performance with a view to making improvements or changes that will build capability, coaching individuals and teams, dealing with performance issues

8. Building and maintaining effective customer relationships

Career Experiences Required & Role Implications :

Technical / Functional skills:

- Experience in Managing a territory

- Experience of Trade Initiatives to include promotions, new products and pricing

- Negotiation and customer management skills

Behavioral competencies :

- Ability to Drive Continuous Improvement

- Ability to Interpret customer, competitor and channel sales data and ability to extract insight

- Ability to manage multi-functional team(s)

KPIs / Dimensions :

These will form part of your annual objectives :

1. Volume achievement

2. System Hygiene

3. New Brand Performances

4. Distribution Efficiencies

5. Retention, engagement and incentive earnings of your team

6. Learning and development initiatives for Sales Executives and for the indirect field-force

7. Liasoning with Branch Logistics and head office logistics to ensure adequate stock

External :

- Retail Accounts, Distributor, Distributor Salesmen

Internal :

- Branch Commercial Finance, CS&L, HR Business Partner

- Marketing- Head Office (Category / Brand Managers)

- Customer Management teams

- Customer Marketing

- Sales & Customer Development"

Key Leadership / Functional Competencies (Top 5) :

Leadership Competency :

- Building effective teams

- Drive for results

- Planning

Functional Competency :

1. Business Insights

2. Strategic Partner Development

3. Selling and Negotiating with Impact

Experience :

a. Minimum of 1-2 years of Experience in Modern Trade.

b. This role requires to handle business volume of 12 to 15 crores per month.

c. The person will be responsible for handling entire Karnataka with team size of 5 people.

d. Prior Shopper or Consumer Insight experience in FMCG/CPG preferred.

e. We are OK to look at candidates PAN India.