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25/11 Arpita Almal
HR at Guiltfree Industries Limited

Views:925 Applications:203 Rec. Actions:Recruiter Actions:24

RP-Sanjiv Goenka Group - Area Sales Manager (8-10 yrs)

Ahmedabad/Nagpur/Mumbai Job Code: 1185372

Area Sales Manager is responsible for the Sales performance of the assigned Area/State/Channel.

He/She will deliver the overall Area sales objectives by:-

1. Implementing Monthly/Quarterly Operating Plans

2. Building robust Distributor(CP/Distributor) infrastructure

3. Driving Quantity/ Quality of Coverage and POP Execution

4. Managing Customer

5. Developing Team

The role is responsible for 3 product categories: Too Yumm! Chips , Indian Ethnic Namkeen & Personal Care (Naturalis) ;

We are looking for existing (M/F) GT ASMs preferably from the FMCG sector with experience in foods or Personal Care.


Graduate or PG specializing in Marketing and Sales from a reputed institute.

Work Experience & Key Competencies:-

Candidate should have experience of at least 4-5 years as Area Sales Head / Area Sales Manager in FMCG Company.

1. Excellent communication

2. Objective analytical

3. Plan creation

4. Leadership

5. Customer Management

6. Market Orientation

7. Passion for Delivery

JOB DESCRIPTION: Specific Accountabilities / Deliverables

1. Sales planning and Execution:

- Firm up sales plans for the month/quarter/annum with RSM/Head of Sales

- Ensuring right forecasting, volume/Value build up for the monthly numbers and clarity on Trade/marketing inputs

- Communicating and aligning the plans with the Sales Team

- Tracking and Monitoring of Sales plans on Daily/weekly basis

- Monitoring Promo effectiveness on the SKU/brand (both Consumer/Trade Promo)

- Identifying issues and the opportunities at Brand/Category level looking at internal and external trends.

2.Building Distributor Infrastructure:

- Closely monitoring Distributor infrastructure and its effectiveness.

- Proactively building infrastructure blue print in line with sales growths and coverage objectives.

- Identifying gaps in terms of investment, infrastructure and work out corrective actions.

- Aligning large Distributors with JBP (Joint Business Plan) on all important business objectives for the City/Channel.

3. Driving Quantity, Quality of Coverage and POP Execution:

- Continuous focus on increasing availability of our Products

- Increasing Direct Coverage with right bench marks

- Increasing Numerical Distribution by leveraging Channels

- Driving sales efficiency metrics- ECO, TLS, Bills cut, LPB etc.

- Understanding the new emerging trends in FMCG distributive Trade.

- Implementing Channel programmes and Visibility drives

- Monitoring all key brand Activities of the month/quarter at the POP

- DSR effectiveness in terms of key activities/programmes

- Continuous focus on width and depth of our Brands as per the Channel spread

4. Managing Customer


- Providing Excellent service to the trade : PDP, Line Fill

- To manage his investments - Stock, Credit and Claims management as per agreed norms.

- Quarterly ROI study and take corrective actions.

- Building and developing AW/Distributor Crew.

- Building relationship for a long term partnership.

- Trade:

- Provides best in class service thro our AW/Distributor.

- Damage/Expiry stock management.

- Claim settlements as per the norms.

5. Building and Developing Team :

- People planning as per span and channel specifications.

- Providing right directions on execution, sales and process orientation.

- Regular Sales performance review and feedback.

- Identifying skill/competency gaps and working out Development Action Plan.

Women-friendly workplace:

Maternity and Paternity Benefits

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