Overview

ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.

ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.

Responsibilities

Strategy and AOP

AOP target planning & tracking for CEs that are consistent with Unit plan
Execute necessary plans to consistently grow shares in each category as per plan in the Modern Trade, SAMT Channels
Ensure transparent communication to the field team including partners
Managing discounts and distributor margins
Setting up and Retiring DB channels and guide on standard operating procedures

Market Share

Improve market share by increasing net distribution and weighted distribution
Activate brands - Pack wise & channel wise activities to improve Market Share
Ensure asset productivity and drive corporate/regional marketing agenda
Develop team capabilities to address channel partner stability related issues
Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
Possess high competition intelligence in constant monitoring of all competition

Team Building

Assess performance capability & providing development feedback to team
Recognize CEs on internal/external platforms
Partner with Sales HR and drive Core People Processes across the team
Own the frontline functional skill development and Development Action Plan

Qualifications

Competencies

Knowledge1. FMCG sales overview, esp for Modern Trade channel 2. Distribution Business 3. Computer Proficiency – Excel, Word, PPT, Outlook4. Local Language and English5. ROI UnderstandingSkills1. Negotiation2. Communication3. People management 4. Time Management 5. Critical Thinking 6. Analytical Ability 7. Problem Solving

Qualifications

Any under graduation
Post Graduation (Tier 1/2 College preferably)
Preferable MBA with prior MT Experience of 1 or 2 Years

Area Sales Manager - OT