Area Sales Manager – General Trade – FMCG in Jitendra Singh
Job Description
Mysuru, Karnataka
Full–time
Job description
Area- ASM South Coastal Karnataka and Kerala
HQ : Mysore
Area Manager : South & Coastal Karnataka + Kerala
Salary Offered : 15-17LPA
Reporting Team : 2-3 AE’s and 4-6 SO
Job description for Area Sales Manager:
Key Responsibility areas:
Target Setting & Achievement:
– Setting monthly and quarterly Primary and Secondary Sales targets for each reporting team member and all distributors in line with overall organizational sales plan
– Target setting to be done at value and volume level for all key brands at SKU level
– Ensure 100%+ target achievement for each month
– Set up tracking mechanism for target achievement for each team member and all distributor drive improvement in low performing teams
– Ensuing healthy weekly phasing for target achievement and avoid month end stock dumping
Planning Sales Inputs and execution:
– Lead planning for all trade schemes on monthly basis with inputs from central sales teams for all channels (retail, wholesale, rural markets, self-service outlets)
– Ensure 100% scheme utilisation and execution in-market
– Track effectiveness of trade schemes in achieving sales results and make necessary changes
– Identify areas for cost optimization and lowering of scheme costs to improve overall cost to sales (CTS)
– Drive innovative approach in scheme planning and execution.
Stock Control:
– Lead rolling 3 month distributor level forecasting for all brands at SKU level
– Ensure 90%+ forecast accuracy.
– Work with central and regional logistics team for ensure adequate stock availability at CFA and distributor levels required to meet sales targets
– Ensure no stock aging at CFA and Distributor level
– Plan timely liquidation of stocks to ensure to write off
– Implementing S&D (Sales and Distribution) Strategy
– Provide inputs to central sales teams for building annual sales and distribution strategy
– Ensure 100% adherence for all S&D guidelines in the area
– Improve market and outlet coverage basis S&D strategy
Trade Infrastructure management:
– Maintain positive relationship with all trade partners – distributors, super stockists, sub-stockists, rural stockists and wholesellers
– Build distributor score card to track progress and make changes or improvement where necessary
– Appoint new distributors basis S&D strategy to improve market and outlet coverages
Sales Commercial:
– Ensure timely payment of all trade claims
– Track all S&D costs and plan actions to lower overall CTS (cost to sales)
Market Understanding:
– Build strong understanding of all competition actions in market. Track and plan anti-competition actions in market to build market share
– Track all new developments in the category wrt new launches, new consumer trends, new S&D developments etc and report to central sales teams to build actions to improve market share
– Report trade price of key categories to help formulate pricing plans
Develop team:
– Train and develop reporting team of ASE, TSI and SO to improve their individual performance.
– Conduct monthly meetings to plan sales actions for the month in line with overall plans and ensure all teams are equipped to achieve sales targets and ensure effective deployment of S&D actions.
– Lead hiring of new team members
– Coach team to improve sales productivity at all levels
Data Systems and Digital:
– Improve adoption of digital technology by distributors (DMS) and sales teams (SFA)
– Build strong MIS and reporting systems to track and report top KPIs
BTL Activations:
– Support central sales and marketing teams to help execute key BTL activities like activations, sampling and visibility programs
Focus portfolio sales:
– Improve focus portfolio sales – Must sell SKU’s and new product launches.
– Build unique sales actions to improve sales of new product launches.
Reporting Relationships:
– Role Reporting to RSM or GM/DGM Sales
– Team Reporting to Role – ASE (Area Sales Executives) – Minimum 2-3
Functional Interactions:
– Marketing & Innovations team
– Central and Regional logistics team
– Central Sales Enabling Organisation team
– Finance team
– Sales HR
Role Requirements:
– Person should have FMCG background ideally from Spices, Meal Solutions and Foods space
– Minimum 2-4 years’ experience in FMCG GT Channel Sales.
– Should have experience of scaling new businesses and good awareness of how to set up distribution channels, appoint new distributors, set up S&D processes and recruit teams
– Graduate/MBA in Sales & marketing,
– Good Communication & Interpersonal skills, Strong leadership skills,
– Proficient in excel, PowerPoint and SAP system use
Mysuru, Karnataka
