Position Title: Area Sales Manager

Work Location: Rajkot

Reported by: Sales officer/Sales Representatives

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 growth

Key Roles and Responsibilities :

Financial :

- Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an areal scale, sales targets and volume goals for each product/brand, in consultation with the Regional Sales Manager.

- Managing distributors to ensure primary the sales plan is achieved as per defined objectives

- Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs

- Ensure timely clearance of outstanding payments from distributors

Customer Orientation :

- Capturing feedback of retailers on secondary scheme, NPD and distribution services

- Resolving retailer complaints with company or distributor

- Managing customer complaints including sales return In case of sales return

- Discussing service feedback with respective distributors as obtained from outlets

- Creating area coverage expansion plan based on market intelligence and inputs from SO. Implementing the coverage

expansion in alignment with company objectives and RSM

- Ensuring new distribuor on-boarding as per defined norms

- Timely resolution of key channel partner issues

- Monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits

People Orientation :

- Defining tasks for day (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer

- Mentoring and coaching mapped company SO's

- Evaluating SO performance and creating customised action plan for each SO

- Internal Business Process

- Conducting Retailer visits to observe product visibility, NPD/focus articles availability and merchandising utilization

- Based on market visit highlighting gaps in market and developing an action plan with SO.

- Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team

- Compiling market working reports from SOs and sharing with admin team

- Analyzing competitor report shared by SOs and preparing action plans to counter competition

- Communicating trade promotion schemes to SOs and Distributors

- Preparing MIS reports for target vs actual sales and other objectives

- Timely review of monthly/quarterly performance with RSMs, SOs and distributors

- Providing sales forecast support to RSM

- Focus on implementation of company's strategic objectives for assigned sales area

Competencies :

Technical/Functional Behavioral

- Business Acumen

- Selling skills

- Market Knowledge

- Analytical skills - Customer Focus

- Collaboration

- Adaptability

- Result Orientation

- Negotiation skills

Key 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 improvement

Key Stakeholder Management :

Internal / External :

- RSM

- Marketing Team

- Corporate Communication & NPD Team

- Production Planning & Logistics Team

- Distribution and Sales Support Team

- Distributors

- Retailers

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