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11/01 Chandrima Bhattacharyya
HR Consultant at Mpower HR

Views:137 Applications:103 Rec. Actions:Recruiter Actions:24

Area Sales Manager - FMCG (3-20 yrs)

Mumbai/Pune Job Code: 142378

- To prepare operational level plan to execute daily, monthly and annual activities based on the Tactical level of planning and also keeping in view of bigger picture of Strategic level of planning.

- To review the growth drivers that will help in expanding area sales target and propose the plan that should consider

- Number of dealers to be planned to reach retailers and customers in 1, 2 and 3 years.

- Revenue per dealers required

- Number of cities to be penetrated by the company through the distribution network for retailer to increase the area of operation

- To increase per city revenue

- Plan for generating revenue through multi-product and multi-business

- To add more cities and towns and increase per location revenue

- To increase per sales personnel revenue

- To reach out to more customers through the right set of distributors. 


- Achieving Area Sales Target as Achieving Area Sales Target as per the Operational plan agreed with the RSM

- Achieving year on year growth of the Area as per the agreed plan

- Achieving growth of the Sales by working on growth drivers.

- Recruitment, performance review, and development of the Area Sales team.

- Overall responsibility for the performance of Area Sales team

- Achieving the Operational Plan specific to the region in line with the Tactical plan

- Number of distributors added through retail

- Increasing per location revenue

- Adding more locations to the designated area

- Increasing multi-product sales and multi-business opportunity for Company

- Timely reporting performance as per the agreed report.

- Top performing sales regions

- Low performing sales regions and actions are taken

- Percentage of Increase in sales year on year in the designated region

- Brand wise/pack wise sales ((Volume, Value & Bottom line target) 

- Propose a type of Relationship management and type of engagement required at the distributor level by TSO to make sure they are well informed and motivated to promote Company products at their touch-points.

- To conduct the communication and orientation and training required for the distributor level, wholesaler level, and retail level in their designated area to make them get to know the product well and increase the sales.

- To lead the TSO and ensure sales are achieved as per the Operational Plan

- Responsible to maintain a steady business growth rate in the designated area.

- Special focus and effort to develop a distribution network with the renewed emphasis on distribution expansion in key cities where there is maximum business potential for Company.

- SALES TEAM MANAGEMENT Manage the territory sales team by communicating clear job expectations, monitoring, and evaluating performance.

- Training and motivating the area sales team

- Maintaining effective control of expenses in line with the budget objective.

- Submitting the monthly, quarterly and annual sales report to the Regional Sales Multiplier and take corrective action in consultation with Regional Sales Multiplier if the Sales target are not achieve.

- Submitting the travel reimbursement report received from the TSOs to the RSMs after ensuring that the disbursal amount is within the approved budget and forwards it to the accounts team for disbursement.

- Ensure that the Impress amount is provided to the TSOs reporting to him for their effective functioning and ensure that they are tracked and settled.

- Track the movement of sales personnel, their performance and also ensure sudden exit cases are managed well and minimize the losses to the company.

- Take complete responsibility for the recruitment of the Area Sales team, ensure that they are sufficiently engaged, and also ensure the sales team is motivated to deliver maximum performance to the company.

- To prepare operational level plan to execute daily, monthly and annual activities based on the Tactical level of planning and also keeping in view of bigger picture of Strategic level of planning.

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