Job Description

Position Title: Area Sales Manager
Department:
Sales
Work Location: Calicut / North Kerala
Grade:
M1/M2
Travel Required:
Yes
Reporting to:
Administrative:
Regional Manager (RM)
Reported by:
Sales Officer / Sales Representative (SO / SR)
Functional:
Regional Sales Manager (RSM)
Educational Qualification:
Graduate ( MBA Preferred)
Experience:
5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.
Any additional requirement:
Purpose of the Position (Job Summary)
- To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growthKey Roles and Responsibilities
Financial
- Sales planning: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager)
- Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan
- Collections: Ensure timely clearance of outstanding payments from distributorsCustomer Orientation
- Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs
- Product feedback: Collecting and synthesizing feedback on Relaxos product portfolio in the context of competitor products and providing appropriate recommendations
- Secondary feedback: Capturing feedback of retailers on secondary scheme, NPD and distribution
- Distributor appointment: Scouting and appointing new distributors as per defined norms
- Distributor onboarding: Ensuring distributor gets all relevant post appointment support
- Distributor account management: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits
- Complaints management: Resolving complaints of channel partners inc. issues related to returnsPeople Orientation
- Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
- Mentorship and supervision: Mentoring, coaching and supervising company SOs
- Evaluation: Evaluating SO performance and creating customised action plan for each SO
- Internal Business Process
- Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories
- Coverage improvement: Based on market visits, highlighting gaps in market and developing an action plan with SO.
- Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising
- Orders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team
- Journey plan: Compiling market working reports from SOs and sharing then with the admin team
- Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
- Competitor schemes: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors
- Distributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio
- MIS reports: Preparing MIS reports for target vs actual sales and other objectives
- Reviews: Timely review of monthly/quarterly performance with RSMs, SOs and distributors
- Sales forecasting: Providing sales forecast support to RSM
- Other strategic interventions: Focus on implementation of companys strategic objectives for assigned sales areaCompetencies
Technical/Functional
Behavioral
- Business Acumen
- Selling skills
- Market Knowledge
- Analytical skills
- Customer Focus
- Collaboration
- Adaptability
- Result Orientation
- Negotiation skillsKey Result Areas
Quantitative
Qualitative
- Sales Volume/Value Achievement
- % Revenue Contribution from NPDs
- Rs. Cr business from new Distr-Div. vs. target
- PJP adherence
- Average outstanding at end of each month as % of month\'s sales
- Improve Adherence to Key Sales Processes.
- Coaching and mentoring provided to SOs
- Competitor Analysis
- Customer Service improvementKey Stakeholder Management
Internal
External
- RSM
- Marketing Team
- Corporate Communication & NPD Team
- Production Planning & Logistics Team
- Distribution and Sales Support Team
- Distributors
- Retailers
Other skills : sales planning, fmcg, Consumer Products
Preferred skills : Channel Sales, primary sales, distribution management
Experience: 5 to 10 years

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