Area Sales Manager

Job Description

Vertical:Operations

Job Function /Sub Function: Sales

JOB OBJECTIVES:

To achieve the Sales Objectives for the assigned Area through the team of STLs, Market Developers, Route Salesmen by brand and pack 

 

Position Reports to:

Administrative Reporting:Sales Manager/General Sales Manager

Functional Reporting:NA

Key Customers: 

  Supervises:Sales Team Leaders 

  Internal:Finance & RTM & Capability Development & Channel Marketing & CDE

  External: Retailers

Job Responsibilities

1.    To  track Productivity Measures  and implement corrective actions

2.    To  regularly evaluate distribution gaps in terms of fill rate, servicing and take corrective actions

3.    To  allocate HE Targets STL wise & track Horizontal Expansion plans and take corrective action on the same

4.    To complete predefined OJTs to provide inputs for improving functional skills and to implement Capability Initiatives, review progress and take corrective action.

5.    To  drive improvement of ME as per RED 

6.    To track and report on competitive activities and developments and propose any activities to counter the same.     7.    To  effectively implement any sales, promotional activity, new product launch 

8.    To plan discount and DME spend as per allocated budget and monitor actual spends. 

9.    To  manage Placement of SGAs to ensure optimum productivity and to ensure regular tracking of assets and adherence to Company Asset Policy 

10.    To  evaluate performance and skills of STLs and MDs and provide inputs via on the job coaching, training etc

 

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Job Requirement

Minimum Education:BBA , Graduation or MBA

Minimum Work Experience:2-4 years of post MBA experience or 5-7 years of experience after graduation in indirect and direct operations. 

Critical Experiences/Exposure Required: Entry level Managerial role  

Geographical scope:

Financial Scope:

Competencies/Skills/Abilities:

Behavioral Competencies:

•    Drives Innovative Business Improvement – Stage 1

•    Objective Analytical Thinking – Stage 1

•    Takes Initiative to Deliver Results – Stage 2

•    Works Effectively with Others and Influences Others – Stage 1

•    Develops and Inspires Others – Stage 2

•    Lives the Values – Stage 2

Functional Competencies:

1.    Sales Management- Infrastructure Management - Competent

2.    Distribution Management- Distributor Management - Mastery

3.    Analytics - Productivity Analysis – Working Knowledge

4.    Market Execution- Asset Placement and Maintenance - Competent

5.    Customer Management- Relationship Management - Mastery

6.    Customer Management- Discount Management – Working Knowledge

7.    Capability Development- RED/GREEN Implementation - Competent 

Language Proficiency:Hindi, English, and / or Knowledge of Local language

IT Knowledge:Working Knowledge of MS Office , Internal HCCB information systems

Travel:Continuous travel within the designated area – 80% Travel in a month

Job Band:Manager

Compensation Band: