Senior Area Sales Manager - General Trade - Dairy Business

Looking for smart FMCG Sales Professionals with experience in General Trade, MBA from a Premier B School. (2018 /2019 Batch only)

Job responsibilities: Ensure achievement of secondary sales targets in the assigned channel by breaking Quarterly Operating Plan (QOP) into the monthly territory-wise plan; communicating schemes/plans for the month to the team; setting objectives on Champion Scorecard and building commitment of the team towards achieving targets. Recording & tracking achievements accordingly.

Customer Management:

Ensuring that the AWs are aligned and motivated to meet business objectives. Ensuring communication of PDP (Primary Dispatch Plan) to AW and the presence of adequate infrastructure. Provide support to the sales force for addressing AW-specific issues like reconciliations, agreements, etc.

Manage Cold Chain Distribution System:

- Should have Dialogue with A/Ws to expand coverage of CRS systems.

- Work closely with the regional Replenishment team to ensure compliance with receivable norms and improvement in related systems.

People Management:

Coordinate with HR to recruit, induct & train field force. Evaluate team individual performance & provide feedback; motivate team & build commitment toward achieving goals.

Commercial Management:

- Handle Trade Promos (Design and Execution), Business Solution Development, Annual Budgeting (Sales Budget), Customer Complaint Handling, and Market Returns.

- Monitor & prevent surplus at LCA / UCA; Trade spends; Depot write-off.

Trade Marketing:

- Ensure that Sales Support Activities are executed with excellence by designing a visibility plan and setting up visibility standards for Key and other General Trade accounts.

- Shortlist Trade promotion alternatives and arrive at mechanism options and operation period. Submit the Proposal in a pre-defined format. Measure activity performance at periodic intervals on objective parameters. Check for adherence of A/W claims to initial Trade Promotion and sign-off claim settlement.