CORE JOB RESPONSIBILITIES :

Deliver topline sales number for the Area/State

Area & Business Planning (in line with S&D norms)

Ensuring quality of market coverage through SO and distribution network
Achieve S&D targets as per plan
Monitor implementation of Distribution plan across distributor territories
Monitor brand availability, visibility & freshness (Stock rotation)
Ensure that the SO are regularly working with the ISR & visiting PT distributors
Formulate & execute the secondary sales plan Area wise , SO wise, Brand wise , SKU wise
Conduct JCMs for TSE and review area performance every month

Ensure Financial management by way of

Implementing credit policy and credit controls
Timely claims settlement
Risk-free realization from the customer (distributor, institutions & cooperatives)
Timely ROI calculation and communication for distributors
Deliver on M&P Initiatives

Distributor & Infrastructure Development and Management

Ensure optimal stocking levels and high billing efficiency for all distributors
Ensure distributor compliance to agreed service levels & credit terms
Review distributor financial health (pipeline and outstanding)
Ensure that the claims of the distributor are settled within specified time limits

Code of conduct and compliance to stat / regulatory norms

Adherence to code of conduct
Adherence to SOP
Conformation to all financial and administration systems
To ensure that Trade Marketing activities are carried out as per norms laid down.
Analyze the market situation and ensure accurate sales forecasting in line with ANI norms
Compliance to statutory and regulatory norms
Handle Legal Issues, PFA issues, packaging defects etc.

Administration Responsibilities

People Management

To motivate, train & develop SO for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.
Facilitate and support training for the field force. Active role in developing their Skills.
To identify talent in market (attract talent /prelim interviews for recruitment)

Skill Set:

Must have knowledge of market dynamics, demographics of area
Must have knowledge of Channel sales across different types of outlets
Networking and orientation towards customer (retailers/associations) management
Possess negotiation skills, people development, Networking Ability and influencing ability

Area Sales Manager