AddressArea Sales Manager - Account Management - General Trade - FMCG (Diversity-Females only)
ASM - GT Accounts - Only Diversity
Role is responsible for driving the aggressive volume growth agenda . Identifying current and future opportunities in the geography by actively working to improve Input KPI's, engaging Field Sales teams and ensuring the business objectives are met through focused efforts.
Roles and Responsibilities & Key Deliverables :
- Develop business
- Driving sales team efficiency through effective utilization of sales enablers like DMS/ SFA by the sales team/ channel partners. OJT with field sales to sharpen their Sales Pitch.
- Efficient distribution and sales management by being on top of business priorities.
- Establish well-defined processes for Distributor/Sub L D appointment considering key parameters around distribution management like ROI, investment components, margins, scope of business growth, do lead process for aligning existing distributor partners with their monthly targets and ensuring adequate investments for reqd. infrastructure.
- Negotiation and generation of PO's from local buying managers thru team or self. Servicing of PO's in coordination with supply chain for Stocks.
- Managing listing in local key accounts, running of monthly promotions in all accounts as per directions from Seniors
- Reconciliation of local sales promotions budgets/ Invoices with coordination from Accounts and Finance team.
- Handling Trade Activation for Merchandising Activities like new launches, Visibility and Promotions conducted at the account level.
- Handling Third party team comprising of Promoters and supervisors at the outlet level for merchandising and off takes of products.
- Analysis and studying competitors on timely basis.
- Guiding the team (sales team/ channel partners) to develop high level of engagement and strong working relationships with trade partners accounts to influence in-store fundamentals - Planogram, Assortment and Share of Shelf, in order to deliver targeted volumes and market share
- Tracking and reviewing the performance of third party payroll team members (TSI/Promoter), and giving performance feedback to relevant stakeholders.
- Build a winning culture ensuring high engagement and performance through a diverse team.
