This role is for an Area Sales Manager for India's leading FMCG company. The ideal candidate will be a highly motivated individual with a strong background in FMCG sales, responsible for driving primary and secondary sales, managing distributors, and leading a team to achieve ambitious targets.
Key Responsibilities
Field Execution
- Drive Primary, Secondary, Coverage, and Distribution targets within the assigned territory.
- Plan and execute outlet-level programs on a weekly basis.
- Ensure successful execution of new product launches and company trade programs.
- Implement effective merchandising strategies.
- Provide on-job training to DSRs (Distributor Sales Representatives), especially on new product development (NPD) brands.
Distributor Management (DD Management)
- Oversee distributor appointment and removal as per company norms.
- Motivate distributors by ensuring healthy ROI (Return on Investment) earnings and increasing involvement through recognition programs like Udaan and Food Safety Certifications.
- Manage distributor claims and reconciliation.
DSR/Merchandiser Management
- Handle DSR interviews, selection, and induction.
- Motivate DSRs to ensure healthy incentive earning and educate them on maximizing incentives by focusing on brand-wise achievements.
- Provide on-job training to DSRs on selling skills, product knowledge, merchandising, and new product launches.
- Manage merchandisers (in relevant cities) and help raise their earning potential.
Financial & Commercial Aspects
- Conduct ROI calculation as per norms and understand pricing cascade.
- Manage L&D (Loss & Damage) policy procedures for submission and issuing of claims.
- Ensure timely entry and NOC (No Objection Certificate) for distributor appointments and separations.
- Oversee Food Safety Audit compliance.
- Manage program payouts at the end of each phase as per company policy.
Business Planning & Review
- Plan for primary, secondary, coverage, and distribution targets.
- Offload monthly plans, schemes, special agendas, and incentives to distributors and DSRs.
Skills & Qualifications
- Minimum of 4 years of experience in sales in Chennai (for Chennai Metro location) or relevant experience for other locations.
- Experience in FMCG sales and business development.
- Strong capabilities in field execution, target achievement, and new product launch management.
- Proven experience in distributor management, DSR/Merchandiser management, and team motivation.
- Understanding of financial and commercial aspects related to sales operations.
- Excellent business planning and review skills.
- Any UG/PG education.
