Area Sales Manager (Central)

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Requisition ID: 7602

The Area Sales Manager - Central is responsible for planning and achieving sales growth by developing and implementing regional trade strategies and action plans. This role involves managing a team of sales representatives and Preferred Distributors (PDs) within the region, optimizing trade spend efficiency, and ensuring accurate sales forecasting.

Job Responsibilities

• Sales Monitoring: Track sales achievements and initiate actions to meet targets.
• Forecast Accuracy: Ensure accurate monthly sales forecasts and maintain sufficient stock levels in PD warehouses.
• Sales and Profit Goals: Achieve sales targets and profit objectives, ensuring OTIF for MT.
• Trade Fund Management: Optimize trade funds and achieve planned trade spend KPIs, including rebate management.
• Promotional Opportunities: Identify and pursue distribution and sales opportunities through promotional activities.
• Category Marketing Knowledge: Apply understanding of category marketing by channel to develop commercial strategies for the General Trade channel.

Commercial Works/Executions, Others:

• Promotional Effectiveness: Analyze and track the effectiveness of promotional activities and trade investments, and work with Trade Marketing to drive GT business growth.
• Promotion Coordination: Ensure coordinated execution of promotions and displays between the sales team, PDs, and retailers.
• Cross-Functional Coordination: Drive sales and delivery coordination with internal departments and PDs.
• Trade Visits: Conduct weekly trade visits to monitor sales force execution.
• Business Reviews: Lead monthly business reviews with PDs and quarterly reviews with top management.
• Route to Market Efficiency: Work closely with PD’s sales manager and team to ensure effective active selling outlet (ASO) management.
• Value per Outlet (VPO): Focus on MUST SELL list to meet company VPO goals.
• Key Deliverables: Analyze and follow up on key sales deliverables with actionable plans.
• Route Management: Oversee monthly route management, census checks, call cards, and chiller deployments within PDs.
• Inventory Management: Ensure PD’s inventory levels meet business needs and company stock cover expectations.

Other Business Functions:

• Collaboration: Work closely with demand planners and supply chain to meet regional KPIs.
• Talent Development: Foster a high-performance culture and ensure strong team morale.

Your Team

Line manager: National Operation Manager (Central & East Coast)
Peers:1 Asst. Regional Sales Manager + 1 Area Sales Manager
Total GT team size: 20

Skills and Experience

Knowledge:
Business Graduate Technical/Work-based Skills:
Minimum 5 years of experience in the fast-moving consumer goods (FMCG) industry, specifically in General Trade. General skills/ attributes:
Strong understanding of the business environment and its dynamics.
Demonstrates strong leadership attributes.
Excellent interpersonal skills, strong commercial acumen, resilience, and a positive attitude.
Thorough understanding of company directions, business essentials, and capabilities.
Strong analytical skills. Experience:
Proven experience in independently managing General Trade within the FMCG sector.
Strong portfolio in General Trade and Key Contacts. Qualifications:
Proven sales track record.

Education

Others in Business Administration or Economics

Bachelors in Business Administration or Economics