Role - Sales
Unit - FMCG - General Trade [GT]
Division - OTC Trade Division
Designation - Area Sales Manager [ASM]
Job Description
Roles and Responsibilities
- The Area Sales Manager will be responsible for primary and secondary target achievement of the assigned territory.
- Handle General Trade [GT] Channel.
- Adept at identifying and developing key clients for business excellence and accomplishment of targets.
- Primary and secondary target achievement of the area.
- Monthly Sales planning and forecasting, considering the shelf life.
- Channel Management.
- Cost Management.
- Month wise business forecasting, bench marking the previous year.
- Data & aligning with the Annual Operating Plan.
- Competition tracking & making proactive plans to counter the new entrants.
- Allocate manpower in different areas depending upon the individual capabilities.
- Mentor, motivate and guide team members ensuring sales - business generation and achieving budgeted figures, and activity ratio on monthly basis.
- Training subordinates to develop requisite skills, conducting trainings on products, selling skills, lead prospecting and closing skills.
- Will be handling a team of Sales Officers and reporting to Regional Sales Manager.
Key Skills: -
- Market Share - Market share is the percent of total sales in an industry generated by a particular company. Market share is calculated by dividing the company's sales over the period by the industry's total sales over the same period.
- Bill Cuts - Bill cut is calculated by multiplying the total number of outlets within the territory by 4 (one visit to an outlet in a week, four weeks in a month). This gives the total number of possible calls that can be made by a salesman.
- Go To Market [GTM] - A go-to-market (GTM) strategy is a plan that details how an organization can engage with customers to convince them to buy their product or service and to gain a competitive advantage.
- Dealer Per Lakh [DPL] - DPL (Dealer Per Lakh) and ND (Numeric Distribution) are very important metrices of coverage expansion used in FMCG sales.
- Effectively Covered Outlet [ECO] - In the FMCG sector, ECO or Effectively Covered Outlet is a metric that defines the number of outlets out of a total number of outlets on a route, market, or territory that are making at least one sales memo in a month.
- Total Calls [TC] - To improve this metric, a salesperson must focus on improving the number of Total Calls (TC) by being able to average at least 40-45 calls per day.
- Profit Contribution [PC] - We segment all the different ecommerce revenues and expenses in your P&L in their respective profit contribution categories.
- PC is a profit measure in your P&L: revenues - costs.
