Role: Territory Manager/ Area Sales Manager – Traditional Trade I.

Business Key Result

Areas

· Consistent Topline (Primary & Secondary) & Bottomline target achievement

· Increasing the Market Share

· Channel Development · People Development II. Operations:

· Sales Management o Accurate Annual Sales Forecast, Budgeting & Achievement as per plan o Sales Plan Preparation, Goal Setting & Target Management – Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)

o Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team o Distributor Appointment &

• Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc o Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the Marketing Team & the Sales Management o Sales Team Building, Development, Motivation &

• Management o Sales Reviews &

• Performance/ Productivity Management o Returns Management · Business Intelligence &





• Analytics (External &

• Internal)

o External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc · Policies & SOPs Implementation:

o Sales Process Implementation o Distribution Policies & Channel/ Partner SLAs o Customer Credit Policies o Returns Management o All other policies implemented from time to time Profile:

· Overall traditional trade sales experience of around 5 to 10 years

· Should have independently handled area sales operations for atleast one division/ Brand in the FMCG industry for at least 3 to 4 yrs · Should have worked in multiple territories as a part of his/ her sales role i.e. Should have a complete insight of the said Area –sales trends, culture, distribution etc

· Robust understanding of Trade Marketing Strategies · Experience with handling sales related process automation tools would be an added advantage

📌 TM - Mumbai
🏢 J L Morison
📍 Mumbai