Senior Area Sales Manager - General Trade - FMCG

Our client, a FMCG company, is looking for the following:

Role : Sr.Area Sales Manager (For Telangana & AP region)

HQ: Hyderabad

ROLE OBJECTIVE :

To achieve area business plan, sales & distribution objective and manage the team effectively in line with business objectives

RESPONSIBILITIES :

1. Deliver topline sales number for the Area/State

- To plan and achieve the sales targets.

- To plan and achieve the distribution targets

- Ensure control on Damage, Returns and Expiry in line with norms

2. Area & Business Planning (in line with S&D norms) :

- Ensuring quality of market coverage through executives and distribution network

- Achieve S&D Targets as per plan

- Monitor implementation of Distribution plan across distributor territories

- Monitor brand availability, visibility & freshness (Stock rotation)

- Drive NPI in line with the plan

- Ensure that the executives are regularly working with the ISR & visiting distributors

- Formulate & execute the secondary sales plan

- Conduct meetings for executives and review area performance every month

3. Ensure Financial management by way of:

- Implementing credit policy and credit controls

- Timely claims settlement

- Risk-free realization from the customer (distributor, institutions & cooperatives)

- Timely ROI calculation and communication for distributors

4. Distributor & Infrastructure Development and Management :

- Educate and train the distributors on systems & processes

- Ensure optimal stocking levels and high billing efficiency for all distributors

- Ensure distributor compliance to agreed service levels & credit terms

- Review distributor financial health (pipeline and outstanding)

- Ensure that the claims of the distributor are settled by company within specified time limits

5. Code of conduct and compliance to stat / regulatory norms :

- Adherence to code of conduct

- Adherence to SOP

- Conformation to all financial and administration systems

- To ensure that Trade Marketing activities are carried out as per norms laid down.

- Analyze the market situation and ensure accurate sales forecasting in line with company norms

- Compliance to statutory and regulatory norms

- Handle Legal Issues, PFA issues, packaging defects etc

6. Administration Responsibilities :

- Provide administrative support to the Regional Sales Office through timely and accurate reporting

- Monitor competitor activity and ensure timely reporting of the same

- Ensure timely submission of claims for the area

7. People Management :

- To motivate, train & develop team for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.

- Facilitate and support training for the field force. Active role in developing their Skills

- To identify talent in market (attract talent /prelim interviews for recruitment)

8. Localised Trade Marketing Initiatives :

- To develop new business plan in order to increase volume/value sales.

- Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.

- Implement regional plans developed by the Trade Marketing Team

- Support & Provide feedback on marketing plans for the area

REQUIREMENTS :

- MBA with 4-7 yrs of experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes

- Experience of handling atleast one state. (AP or Telangana)