Sr Area Sales Manager - FMCG

Role- Sr. Area Sales Manager

Location – West, North, South, East

PURPOSE OF THE ROLE:

You will contribute to this by defining your area operations plan, managing the field force, leading the market activations and the field activities, which will deliver organization’s strategy at the point of purchase.

JOB RESPONSIBILITIES:

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

2. Analyzing area workload and assigning resources to territory, ensuring that the organization is well represented in customer outlets

3. Authorizing 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

THE IDEAL CANDIDATE

a) 3-5 Years of experience

b) MBA from a top business school

c) Experience in Managing a large/complex area

d) Knowledge and understanding of customer marketing interplay

Customer/ Shopper Mktg Initiatives to include promotions, new products and pricing

e) Negotiation and customer management skills

f) Understanding of Cost to Serve elements

g) Understanding of Gross to Net management

h) Proven ability to manage and motivate team(s)

KEY PERFORMANCE INDICATORS

Success in this role will be measured through a balance of qualitative and quantitative performance measures that are aligned to the appropriate balanced scorecard. These will form part of your annual objectives

1. Volume achievement

2. System Hygiene

3. New Brand Performances

4. Distribution Efficiencies

5. In store execution

6. Retention, engagement and incentive earnings of your team

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

8. Liasoning with and influencing Branch Logistics, Commercial, HR and Customer Marketing functions to generate required support for the area.

KEY RELATIONSHIPS

- Sales Executive

- Re-Distributor (RD)

- Re- Distributor Salesmen (RDSM)

- Commercial Finance Business Partner at Branch

- Customer Marketing team at Branch

- Branch Logistics Co-ordinator

- Brand Managers & RE Managers at Head Office