Area Sales Manager

Job Description

PURPOSE STATEMENT Formulate and implement agreed Trade Marketing & Distribution strategies within the circles which is in line with brand strategies to achieve volume. To ensure effective and efficient utilization of funds & human resources in the overall interest of business/Volume growth Strengthening distribution chain. DIMENSIONS Handle a circle. Handle 3 5 TMs. (Front Line members) PRINCIPAL ACCOUNTABILITIES Implement organization strategies to achieve monthly/quarterly/yearly objectives. To ensure WD investments as per norms. Formulate and implement agreed TM plans within the region to integrate with National Trade Marketing Programmes and in line with Brand strategies to achieve competitive edge & volume market share objectives. To develop and train territory managers to manage the work force and also fulfill volume requirements. Plan stocks requirement & provide timely market feedback to senior managers for effective strategies. Develop and implement effective instore presence marketing and promotional programmes in line with Cycle Planning to attain superior in-market Presence. New geography expansion. Daily Dashboards, action on increased productivity, effective utilization of resources, costs Optimization, improved & faster decision making of team, automation of business processes. Formulate and establish efficient and effective distribution infrastructure to achieve agreed levels of services and ensure implementation to meet specified channel needs. Establish working capital/credit limit targets and ensure smooth operation. Manage Distributors investments as per agreed levels. Manage the collation, analysis, evaluation and dissemination of Market Information for focused and sharper planning ADDITIONAL INFORMANTION: i) CONTEXT / ENVIRONMENT (MATURE MARKETS) a. Stable volumes b. Healthy market shares c. Achieved optimum distribution efficiencies CONTEXT / ENVIRONMENT (EMERGING MARKETS) a) High volume growth potential b) Growing market shares c) Yet to achieve optimum distribution efficiencies KNOWLEDGE, SKILLS & EXPERIENCE Requirement for the position Post Graduate (MBA) with 8 - 10 years of experience in FMCG industry with minimum 3-4 Yrs of working experience in ASM role. Matured & Discipline , Should handle and appoint team independently In depth knowledge of Market segments, Effective communicator Computer proficiency (Salesforce/Bizom/Excel) Should be capable to appoint new WDs on new geographies. Leadership skills iii) KEY SUCCESS FACTORS Accomplishing organization priorities Increase in retail coverage and distribution Good team motivator Good channel/team management skills. Analysis of the data & action plan from Sales Force Automation iv) WORKING RELATIONSHIP TMs/CE/RA Trade associations.