Area Sales Manager (Central)

Job Summary

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

Commercial Deliverables:

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:


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 EconomicsBachelors in Business Administration or Economics