Area Manager - Customer Development Job Summary

To manage execution of sales, distribution and promotions in a designated area with a view to achieving branch objectives for the area

Job Context Challenges

Meet sales, distribution and promotion goals in the district through close supervision, training and mentoring a team of CDOs and collaborative working with the stockists.

Responsibilities Distribution management

- Stockist management
- Provide recommendations to stockist for improving return on investment, infrastructure and coverage
- Ensure availability of optimum stocks at stockist point through VMI or standard order booking
- Trade management
- Ensure the following through the team
- Identification of new markets/accounts and bringing them under direct coverage on a regular basis
- Addition of speciality wholesalers
- Classification of stores in route list according to the accurate RE
- Reduction in number of non-purchasers
- Optimum usage of activations to drive sales

In-store Management
- Coordinate with local in-store team to ensure development of effective POP solutions
- Take initiatives to drive conversions in the wholesale channel for better ICRE conversions
- Ensure efficient implementation of various transparencies inside stores through compliance to TC
- Improve new product launches /promos (on time sell-ins, effective in-store execution and clear communication on shelves)

Market
- Secure and draw insights from any competitive information available in public domain regarding:
- Current products
- Activities
- Schemes
- Any other developments

Data based working and communication




- Analyse market share and brand wise performance of IDT in the area handled
- Manage key performance matrices like growth in focus brands, ERC, etc.
- Utilize data to drive overall business performance
- Setting objectives for market visits
- Reviewing team performance against plan
- Reviewing stockist performance against plan

Developing and training
- Ensure that all CDOs in their team are trained (e.g. classroom on the job training) well to perform their job
- Ensuring sales call efficiency
- DT management
- In-store management
- Data based planned working, etc.
- Use PMD tools optimally for driving performance for the CDOs
- Setting smart objectives
- Self-assessment
- Mid-year review
- Final review

Meetings
- Conduct monthly/quarterly meetings with CDOs and PSRs
- Key activity updates
- Next month activity planning

Reporting
- Compile reports and information as per requirements communicated by RM

Relationship Building
- Maintain trust and understanding in working with stockist and trade in general, especially partner with key wholesalers to drive business
- Share success stories
- Communicate program to build off-takes
- Mutually work towards category growth
- Resolve issues, etc.

Experience

2+ years of experience in FMCG Companies (managerial role and similar market environment)

Professional Qualifications Training

Essential:Post graduate in Business Administration

Experience Level

Mid Level

Disclaimer : This job posting & Location has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Area Manager - Customer Development (Maharashtra)
🏢 Colgate-Palmolive
📍 Maharashtra