Area Sales Manager

7-10 years
2 months ago
Job Description

1) Business Development (20%)

  • Identifying potential opportunities.

  • Customer interactions & presentations.

  • Product demos, Price & CIU offerings.

  • Selling Kimberly-Clark Professional products at higher price realization, alignment of distribution for service- local & PAN India, PO collection.

  • Service execution through distributors, SPARTA updating, CRM updating, pipeline management, escalation management.

  • Identifying city, state level exhibitions/trade seminars & participation.

  • Handling first round of pricing requests.

  • Identification of right partner, introduction & growth of Modern trade Channels. Track sales effectiveness and proactively propose and execute system for improvement.

2) Key Account Management (15%)
  • Acquisition & management of new and existing National Key Accounts & IFMs.

  • Liaison with marketing team and executing value added programs, escalation management, churn management.

  • Establish strategic, cross-functional relationships and regular dialogue with key customers.

3) Channel Management (40%)-
  • Order collection, payment collection, business review.

  • SKU positioning, record setter program execution.

  • New distributor creation, new geography expansion.

  • Searching the market for appropriate distributors, claim management.

  • Service adherence management, managing sales of company DCs as required.

  • Regular calls between finance and SCM for order release and dispatches, implementation of DMS.

  • Lead the implementation of ROI analysis for key/strategic customers/distributors (Baseline vs. incremental profit).

4) Talent management & development (10%)
  • Managing Sales performance & activities of direct reports and extended team of FOS resources, training the direct reports and extended team both classroom and OJT.

  • Career discussions and growth plan, c reating a safe and comfortable environment for the team to perform and excel.

5) Inventory & logistics management (10%)
  • Forecasting, inventory management in coordination with team and distributors.

  • Maintaining adequate stock, addressing additional requirements from customers, stock transfers among distributors.

  • Transport coordination with SCM & distributor. Inventory planning along with DC manager (based on region), managing client expectation in terms of delivery schedule, prioritizing in coordination with distributors. Execution & Development of new product development along with marketing team & Production Manager.

6) Capability enhancement- Team and self (5%)
  • Identifying development opportunities & planning the same with BCM for execution, reinforcing trainings as and when required.

  • Working in coordination with BCM to implement new learnings in market along with Marketing programs. Assigning project to team & monitoring progress.

About You

  • You're driven to perform at the highest level possible, and you appreciate a performance culture fueled by authentic caring. You want to be part of a company actively dedicated to sustainability, inclusion, wellbeing, and career development.
  • You're also a university graduate with a degree in Sales or a related area and have at least 7 to 10 years of continuous work experience.
  • You love what you do, especially when the work you do makes a difference. At Kimberly-Clark, we're constantly exploring new ideas on how, when, and where we can best achieve results.
  • When you join our team, you'll experience Flex That Works: flexible (hybrid) work arrangements that empower you to have purposeful time in the office and partner with your leader to make flexibility work for both you and the business.
  • In one of our professional roles, you'll focus on winning with consumers and the market, while putting safety, mutual respect, and human dignity at the center.

Qualifications

  • MBA or equivalent degree is preferred.

  • Experience in P&L management of a region.

  • Ability to develop good relationships with current and potential clients.

  • Excellent communication skills.

  • 7-10 years of experience in sales preferable in MNC & B2B segment.

  • Prior experience of team management.

  • Knowledge of productivity tools and software.

  • High attention to detail and a focus on fact-based decision making.

Total Benefits

  • Competitive salary and incentives: We offer a competitive salary and a range of incentives, including bonus opportunities, retirement savings plans, and flexible work options.

  • Fantastic range of benefits: Our benefits package is second to none, with everything from health & life insurance, dental & vision care, employee assistance program, paid time off, well-being activities, and more.

  • A culture of caring: We believe that a happy and healthy workforce is a productive workforce, so we offer a variety of programs and resources to support our employees well-being.

JOB TYPE

Industry

Other

Function

Skills

Searching the market for appropriate distributors
record setter program execution
Lead the implementation of ROI analysis for key/strategic customers/distributors (Baseline vs. incremental profit)
Execution & Development of new product development along with marketing team & Production Manager
introduction & growth of Modern trade Channels
CRM updating
Establish strategic
Track sales effectiveness
SKU positioning
Working in coordination with BCM to implement new learnings in market along with Marketing programs
addressing additional requirements from customers
training the direct reports and extended team both classroom and OJT
managing client expectation in terms of delivery schedule
cross-functional relationships and regular dialogue with key customers
Managing Sales performance & activities of direct reports and extended team of FOS resources
Identifying development opportunities & planning the same with BCM for execution
new geography expansion
inventory management in coordination with team and distributors
prioritizing in coordination with distributors
Regular calls between finance and SCM for order release and dispatches
Product demos
Acquisition & management of new and existing National Key Accounts & IFMs
Transport coordination with SCM & distributor
New distributor creation
Inventory planning along with DC manager (based on region)
Identifying city
Identification of right partner
Assigning project to team & monitoring progress
Service adherence management
Maintaining adequate stock
trade seminars
implementation of DMS
Order collection
Career discussions and growth plan
managing sales of company DCs as required
reinforcing trainings as and when required
Service execution
state level exhibitions
proactively propose and execute system for improvement
stock transfers among distributors
Handling first round of pricing requests
Price & CIU offerings
Liaison with marketing team and executing value added programs

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