Job Details

• To achieve the sales target in the assigned territory by selling existing and new products & developing the territorywith sustained growth
• 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
• 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 distributor 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
• 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
• 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 companys strategic objectives for assigned sales area.

• Business Acumen
• Selling skills
• Market Knowledge
• Analytical skills
• Customer Focus
• Collaboration
• Adaptability
• Result Orientation
• Negotiation skills

Reference ID - GH/CRS/JC//15102018//79004/Area Sales Manager