29/07 Brijesh Chauhan
Manager Recruitment at Benison Consulting Pvt Ltd

Views:146 Applications:71 Rec. Actions:Recruiter Actions:38

Area Sales Manager - FMCG (9-15 yrs)

Ahmedabad/Bangalore/Delhi/Mumbai Job Code: 84743

Important Point :

Only from FMCG Industry Candidates

Age not More Than 40 Years

Job Description : 

A) Revenue : 

- Achieving assigned Business targets

- Achieving Monthly/Quarterly & Annual targets across parameters (Volumes /Variants/SKUs/Distribution targets)

- Primary/Secondary targets of Distributors

- Decide & Share monthly PTR

- Targets to be achieved for every single territory (Distributors/team members)

Business Planning for Growth : 


- Potential assessment basis population

- Deciding Volumes, Variant potential

- Planning required infrastructure- Retailers/Service Schedule/Area Executives/Distributor(direct-indirect partner)/Stock Investments/Infrastructure /Efficient Supply Chain/Warehousing

- Quarterly Volume projections and achievement

B) Distribution & Expansion

 Distributor Infrastructure :

- Required Working Capital deployment

- Ensure desired Manpower (Sales Executives, Backend, Logistic staff)

- Warehousing (Approachability/Reconciliation/Inspection/Security)

- Minimum Inventory levels basis stock norms on desired Variants/SKUs

Distribution Parameters :

- Outlet expansion- Appointing & Servicing new retailers

- Maintaining right mix of retailer category

- Consistency/Improvement of category count

 Key Retail Outlet Base :

- Maintaining strong relations with existing Key retail outlets and Secondary supply chain partners in the area

- Covering 100% KROs in a calendar month

- Identify new Key retailers and adding them in base to increase volume

 Competition Updates :

- Tracking competition activities in the area

- Closely watch and update competition Infrastructure to HO - Outlet count, Volumes, Distribution structure, new product launches & other activities

Brand Visibility & Marketing Campaigns :

- Regular Placement of - POP- materials at outlets

- Doing market audits and giving feedback on brand visibility to the team

- Planning brand promotion (focus variant) in his area to capture mind share

- Working closely with brand team for timely execution of marketing campaign

- Measuring results post campaign in the form of variant/volume growth

C) Hygiene

- Adherence of Self/Team Standard Operating Plan

- Area Head to follow his Town wise PJP for the month (shared with HO)

- 100% distributors must be visited/reviewed in a calendar month

- All team members (Co/distributor payrolls) to adhere market working norms and other guidelines issued by HO time to time

- Faster adoption of new softwares/processes

- Stock Report & Order Fulfillment

- Monthly stock report submission of all distributor (Variant wise)

- 100% orders booked in Bizom to be fulfilled in Close tracking of every single order to be done (distributor to retailer)

- Supply norm of 24-48 hours to be adhered

- Retailers to be updated in case of any delay/discrepancy

- Team Efficiency

Resource Utilization - Every Sales Executive to deliver minimum Volume target per month

- Month Launch Meeting (By 3rd day of month) with all Sales Executives to discuss month plan and review last month performance (Monthly/Quarterly as per Geography)

- Regular trainings to Sales executives & Distributors over new product/processes

- Performance sharing on all parameters with team and distributors

- Correct outlet allocation to Sales Executives

- Planning beat structures to cover all potential outlets in correct intervals

- Reporting team to deliver desired productivity levels (Volumes & Value)

- Sales Incentive penetration to be at 100%

D) Team Building

- Improving Learning Curve

- To enhance skills of self and team, encouraging culture of learning through online trainings, workshops etc on regular intervals

- Atleast 2 online course/ training program in FY

- Reward & Recognition

To build competitiveness and promote growth culture, R&R activities to be conducted for Sales Executives after obtaining approvals from HO

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