Whirlpool - Area Sales Manager - North

1. Execution of sales management process :

A) Achieve sales target for territory (category wise & volume wise)

B) Sales network expansion & management. Provide dealers & distributors in the area about information with new or improved products & services in order to improve sales in the area.

C) Engaging trade schemes and maintaining commercial hygiene.

D) Work continuously towards an improvement of the channel.

E) Maintaining a conducive professional relationship with our business partners.

F) Responsible for entire gamut of lead management, sales and business development for the region.

G) Analyzing competition scenario and reporting the same.

2. Appointing new trade partners

3. Monitor and analyze the market scenario, competitors activities including price trade partner management:

A) Monitor trade partner inventories and plan stock inventory.

B) Collect feedback from distributors and dealers.

C) Ensure timely collections and partner sign-off.

4. Interdepartmental stakeholder management:

A) Ongoing movement of stock movement trends and ensuring continuous availability of key SKUs.

B) Ensure training of trade partners- salesmen and sales promoters on product.

C) Ensure shop floor hygiene- display, planogram etc.

D) Implementation of credit policy, minimize daily sales outstanding and increase collection

E) Interaction with Retail Executives related to updated product knowledge and ongoing counter trends

5. Demonstrate the whirlpool values in day to day activities.

6. Taking care of key accounts and accounts which include channel sales,maintaining planogram with competitive benchmarking, maintaining display,scheme working,sign off & reconciliation.

7. Focus on reach (presence) and extraction (Counter share) & brand visibility in the market

8. Maintaining Numeric Distribution and Weighted Distribution,maximum reach with maximum depth.

9. Ensure proper demand planning for right stock availability as per market trend

10. Develop monthly Projection plan

Note: Minimum 3 years of experience in sales after full time MBA in Sales & Marketing