KEY RESPONSIBILITIES :

1. Deliver topline sales number for the Area/State

To plan and achieve the sales targets.
To plan and achieve the distribution targets
Ensure control on Damage, Returns and Expiry in line with norms

Area Business Planning (in line with SD norms)

Ensuring quality of market coverage through TSE and distribution network
Achieve SD Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets)
Monitor implementation of Distribution plan across distributor territories
Monitor brand availability, visibility freshness (Stock rotation)
Drive NPI in line with CM plan across TT, PT and SS network
Ensure that the TSE are regularly working with the ISR visiting PT distributors
Formulate execute the secondary sales plan - Area wise , TSE wise, Brand wise , SKU wise
Conduct JCM s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year
Work closely with the Ethical teams (RM ABM in the area)
Work atleast 2 days with the MT KDE every month

3. 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

4. Distributor Infrastructure Development and Management

Educate and train the TT and PT distributors on ANI systems processes
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 by ANI within specified time limits

5. 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

6. Administration Responsibilities

Provide administrative support to the Regional Sales Office through timely and accurate reporting
Monitor competitor activity and ensure timely reporting of the same
Ensure timely submission of claims for the area

7. People Management

To motivate, train develop TSE 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 good talent and develop atleast 1 TSE for higher responsibility in the long.
To identify talent in market (attract talent /prelim interviews for recruitment)

8. Localised Trade Marketing Initiatives

To develop new business plan in order to increase volume/value sales.
Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
Implement regional plans developed by the Customer Marketing Team
Support Provide feedback on marketing plans for the area

Key Behavioral Competencies Required :

Leadership
Interpersonal and team building skills
Communication skills
Analytical skills
Negotiation skills and influencing ability
High degree of initiative and enthusiasm
Mobility, Adaptability
Achievement orientation
Planning and organizing ability

Experience:

Graduate 6 - 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT - computer skill, MS office

Technical Knowledge / Skills Required:

Knowledge of Sales systems and processes
Knowledge of market dynamics, demographics of the area
Knowledge of various statistical techniques, operating packages
Financial Marketing management
Logistics supply chain management
Understanding of basic science and product knowledge
Networking and orientation towards customer (retailers/associations) management.
People management
Computer skills - MS Office

Role: Area Sales Manager (B2B)

Industry Type: Medical Devices & Equipment

Department: Sales & Business Development

Employment Type: Full Time, Permanent

Role Category: Enterprise & B2B Sales

Education

UG: Any Graduate

PG: MBA/PGDM in Any Specialization

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