Area Sales Manager - Non Food

Primary Objective

• An Area Sales Manager is responsible for the sale of company products in a specified geographical area.
• He leads and coordinates the sales activities of the Field Sales Supervisor and Field Sales Executive within his area to achieve agreed objectives of outlet coverage, call frequency, merchandizing recommendations and best in class numeric and weighted distribution at both the wholesale and retail channels.

Principal Accountabilties and Responsibilties

• Develop sales and marketing strategies to drive sales growth in the assigned area.
• Primarily responsible to achieve the Primary & secondary sales targets within the assigned territory/Brands by ensuring distribution to all KD/WS, Semi Wholesalers and Retailers in the allotted territory.
• To deliver secondary sales as per norm which is minimum of 60% of primary sales Achieve targets through FMCL sales team.
• Drive debt control as per company policy.
• Implementation of company policies, systems, BTL / promotional activities.
• Weekly reporting to HO  FSS, VFSS & FSE wise secondary sales, no of calls made, Productive call & drop size.
• Dealer wise closing stocks
• Competition activities and Pricing.
• Weekly reconciliation with all KD/WS with FSS, VFSS & FSE.
• Dealer Management
• Stock Management: Verification of physical inventory on weekly basis, FEFO, Ordering, Pricing compliance, Timely submission of dealer claims/issuing of schemes and Objection handling.
• Market Development: Expand number of dealers, wholesalers & retailers as aligned with respective NSM/Brand
• Team Management: Controls, Efficiency, Productivity, Training and Joint market workings
• Company asset management: Van utilization, Tab deployment and utilization.

Person Specifications

• Minimum of 3 years’ experience of traditional sales operations.
• Experience working in a FMCG sales environment where understanding of strategic sales process and the steps necessary to drive sales results is required;
• Minimum of a Bachelor`s Degree / HND preferred
• Excellent interpersonal, and communication (oral and written);
• Ability to work independently and as part of a virtual team where open, collaborative communication is expected;
• Exhibits personal traits of curiosity, modesty, achievement orientation, and conscientiousness;
• Team player that is creative, process oriented, and committed
• Excellent knowledge and use of Basic MS Office Suites (Excel, PowerPoint and Word).