Area Sales Manager - General Trade

Talent Leads Consultants
  • Chandigarh
  • Confidential
  • 5-8 years
  • Views
  • 23 Jan 2018

  • Sales & Marketing

  • Recruitment/ Staffing
Job Description

BASIC PURPOSE OF THE POSITION: The position is accountable for: 1. Driving sales achievement at the area level. 2. Implementing sales distribution strategy at the area level. 3. Monitoring adherence to sales systems and processes at area level. OPERATING ENVIRONMENT: This position drives sales performance in branch through effective area planning/ scheme/ process implementation & management of channel and trade. The sales environment is characterized by a widespread distribution network, intense market competition, diverse retail profile and the small value distributor partner. The distinction that PVMI draws for itself is defined by its product defined channel (P1, P2, and P3), ready stock distribution, and service to distribution partners & strict adherence to processes/ systems. The position operates in a fiercely competitive market and faces challenge related to trade partner/ sales team performance. The geographic spread has to be constantly revisited in light of competition review & there is a need to ensure a high frequency of contact with retailers and distributors. PRINCIPAL ACCOUNTABILITIES: 1. Sales Planning & Strategy Create area sales targets in alignment with the branch sales target through discussion with the Branch Sales Manager Provide inputs for sales achievement strategy by integrating data on market competition, channel potential and market experience 2. Distribution Strategy Identify new towns for distribution and provide inputs to distribution network enhancement Track lapses in distribution of FG and highlight cases that require follow up Provide data on market trade schemes and highlight aspects that can be included by PVMI Participate in the development of PJPs for the area 3. Distributor selection/ management Distributor selection Plan for distributor expansion in the area in sync with branch distribution expansion plan Identify and screen potential distributor partners within the area Distributor service Ensure that there are no pending claims of distributors by actively following up with them and branch accounts Track stock level at each distributor and ensure that the compliances pertaining to stock levels etc are adhered to by following up with concerned DSE/ Sr. DSE Distributor Management Track distributor efficiencies for the area and highlight cases of low performance. Participate in the recommended action plan Track and address all distributor related issues at the area level on a regular basis Participate in distributor meets 4. DSE / Management DSE/ Pilot Selection Conduct the 1st screening for DSE/ applications DSE Management Monitor DSE performance data .Highlight and discuss lapses Highlight training needs to be addressed by processes of induction, OD etc. Engage in Sr DSE/ DSE retention DSE incentive/ Performance Participate in the development of the DSE incentive program Conduct DSE appraisal process 5. Sales systems/ processes Ensure completion of sales related documentation by DSEs as per SLA Use documented data to interpret area sales performance. Generate MIS Reports as per process and guidelines for inter -functional and functional use 6. Market Competition Analysis Collate area specific market and competition activity analysis. Actively use learning's to recommend actions at the area level 7. Sales Track Track sales numbers at the area level. Track lapses/ gaps; develop area sales strategy to address ongoing dynamics. Analyse and record target achievement by team members. 8. Market promotions Ensure that processes related to promotion disbursement are adhered through scheduled audits 9. New Product Launches Track performance of the new product and ensure that distribution takes place as per plan. 10. Budgeting Prepare and recommend area wise budget for sales related activities and schemes etc 11. Functional Structuring Provide inputs for the development / enhancement of role structures within the area 12. Inter -functional Linkages Identify & highlight gaps in inter -functional communication & expectations within own functional area Recommend enhancement/ alterations in SLAs to enhance inter -functional linkages to deliver own functional agenda 13. Manpower Planning & management Ensure adequate manpower at the area through proactive planning and follow up Ensure adequate manpower at the distributor set up Identify / source talent for band 5 hiring Conduct 1st round screening of talent for band 5 Participate in the hiring decision pertaining to band 14. Appraisals Participate in the appraisal process of all direct reports Provide inputs to the compensation& performance management position to moderate appraisal ratings across the area Provide inputs for incentive payouts and increment proposal 15. Training & Development Provide TNA inputs for identification of development areas for all positions within the area Nominate sales team members to training programs


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