Perfetti Van Melle India - Area Sales Manager

Role : Area Sales Manager - Kerala

Location : Calicut

Experience : Batches 2012-2014

Other Mandatory Skills :

- At least 2 years managerial experience in FMCG sector

- Speaking knowledge of Malyalam

Basic Purpose Of The Position :

The position is accountable for :

- Driving sales achievement at the area level.

- Implementing sales distribution strategy at the area level.

- Monitoring adherence to sales systems and processes at area level.

Operating Environment :

- This position drives sales performance in branch through effective area planning/scheme/process implementation & management of channel and trade. The sales environment is characterized by a widespread distribution network, intense market competition, diverse retail profile and the small value distributor partner.

- The distinction that PVMI draws for itself is defined by its - product defined channel (P1, P2, and P3), ready stock distribution, and service to distribution partners & strict adherence to processes/systems.

- The position operates in a fiercely competitive market and faces challenge related to trade partner/ sales team performance.

- The geographic spread has to be constantly revisited in light of competition review & there is a need to ensure a high frequency of contact with retailers and distributors.

Principal Accountabilities :

Principal Accountabilities And Expected End Result :

Sales Planning & Strategy :

- Create area sales targets in alignment with the branch sales target through discussion with the Branch Sales

Manager :

- Provide inputs for sales achievement strategy by integrating data on market competition, channel potential and market experience

Distribution Strategy :

- Identify new towns for distribution and provide inputs to distribution network enhancement

- Track lapses in distribution of FG and highlight cases that require follow up

- Provide data on market trade schemes and highlight aspects that can be included by PVMI

- Participate in the development of PJPs for the area

Distributor selection/management :

Distributor selection :

- Plan for distributor expansion in the area in sync with branch distribution expansion plan

- Identify and screen potential distributor partners within the area Distributor service

- Ensure that there are no pending claims of distributors by actively following up with them and branch accounts

- Track stock level at each distributor and ensure that the compliances pertaining to stock levels etc are adhered to by following up with concerned DSE/Sr. DSE

Distributor Management :

- Track distributor efficiencies for the area and highlight cases of low performance. Participate in the recommended action plan

- Track and address all distributor related issues at the area level on a regular basis

- Participate in distributor meets

Principal Accountabilities And Expected End Result :

DSE / Management :

DSE/Pilot Selection :

- Conduct the 1st screening for DSE/applications

DSE Management :

- Monitor DSE performance data, Highlight and discuss lapses

- Highlight training needs to be addressed by processes of induction, OD etc.

- Engage in Sr DSE/DSE retention

DSE incentive/Performance :

- Participate in the development of the DSE incentive program

- Conduct DSE appraisal process

Sales systems/processes :

- Ensure completion of sales related documentation by DSEs as per SLA

- Use documented data to interpret area sales performance.

- Generate MIS Reports as per process and guidelines for inter-functional and functional use

Market Competition Analysis :

- Collate area specific market and competition activity analysis. Actively use learning's to recommend actions at the area level

Sales Track :

- Track sales numbers at the area level.

- Track lapses/gaps; develop area sales strategy to address ongoing dynamics.

- Analyse and record target achievement by team members.

Market promotions :

- Ensure that processes related to promotion disbursement are adhered through scheduled audits

New Product Launches : Track performance of the new product and ensure that distribution takes place as per plan.

Budgeting : Prepare and recommend area wise budget for sales related activities and schemes etc

Functional Structuring : Provide inputs for the development /enhancement of role structures within the area

Inter-functional Linkages :

- Identify & highlight gaps in inter-functional communication & expectations within own functional area

- Recommend enhancement/alterations in SLAs to enhance inter-functional linkages to deliver own functional agenda

Manpower Planning & management :

- Ensure adequate manpower at the area through proactive planning and follow up

- Ensure adequate manpower at the distributor set up

- Identify /source talent for band 5 hiring

- Conduct 1st round screening of talent for band 5

- Participate in the hiring decision pertaining to band

Appraisals :

- Participate in the appraisal process of all direct reports

- Provide inputs to the compensation & performance management position to moderate appraisal ratings across the area

- Provide inputs for incentive payouts and increment proposal

Training & Development :

- Provide TNA inputs for identification of development areas for all positions within the area

- Nominate sales team members to training programs