JOB DESCRIPTION_AREA SALES MANAGER
Job Context:
Drive Sales Volume and revenue growth profitably by leveraging the growth opportunities, coaching the Frontline team and managing DBRs effectively
- Sales Volume
- Deliver the sales volume target by developing market in the assigned territory as per Annual Operating Plan
- Add new outlets which should contribute to achieving annual volume/value targets
- Market Execution
- Drive sales volumes of FMO (Focus of the Month) products and increase the Unique SKU count in the outlet and ensure Product range availability
- Drive Cooler / rack productivity by planning deployments/redeployments of resources based on Cooler/Rack governance protocols
- Required to closely work with relevant stakeholders for aligning the stock requirement as per the plan in the Region
- Market Knowledge
- Track competitor activity on a continuous basis and take action to counter competitor strategies in order to increase market share
- Distributor Management
- Regularly monitor the stock levels at the distributors and ensure availability of stock
- Identify and trouble shoot issues by conducting periodic visits
- Cost Control
- Adherence to all processes by ensuring that there are no pending claims/ settlements with internal and external partners
- Development of team
- Understands the business issues and support the team to resolve in a timely manner.
- Monitor and train the CEs, provide support and coach the team on driving the business objectives.
- Identify the key talents, help them nurture and enhance capability to take up more responsibilities.
- Monitor progress against the plan in the Weekly Commitment Meetings and Monthly planning meetings.
- New Initiatives
Identify key issues and working on driving innovation and leverage technology in order to achieve business objectives
4, KEY INTERFACES
External Interfaces
Internal Interfaces
- Distributors, retailers, key accounts
- HOS, MUGM, COO, Marketing, BD, MEM, Commercial
Education Qualification(Highest)
with Target Institute(s)
Full-time MBA from a reputed Management Institute
Desirable experience:
Experience in Beverages Industry would be an added advantage.
Functional Skills
- Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
- Proven ability to drive the sales process from plan to close
- Strong business sense and industry expertise
- Successful experience in consistently meeting or exceeding targets
- Functional Expert
Behavioral
Skills
- Good Interpersonal Skill
- Good Communication Skill
Expert
- General Awareness: Knows the fundamental or general understanding of concepts.
- Working Knowledge:Has broad job knowledge; knows and applies the full range of concepts and practices. Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices.
- Functional Expert: Candidate is certified functional expert with strong knowledge on concepts.
- Mastery: Candidate is subject matter expert and has command over the subject/ concepts.
