Overview

ASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor. ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget.

ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.

Sec Value Achievement Vs. Plan

Trade Spends within budget

Execution of Go-to-Market Strategy

Selling KRA - Range Selling, Order Cancellation Rate, %age outlet billed

Coaching Team Responsibilities

Strategy and AOP

AOP target planning & tracking for CEs that are consistent with Unit plan

Execute necessary plans to consistently grow shares in each category as per plan

Ensure transparent communication to the field team including partners Managing discounts and distributor margins Setting up and Retiring DB channels and guide on standard operating procedures Market Share





Improve market share by increasing net distribution and weighted distribution

Activate brands - Pack wise & channel wise activities to improve Market Share

Ensure asset productivity and drive corporate/regional marketing agenda

Develop team capabilities to address channel partner stability related issues

Understand financial impact of promotions in the territory, rationalize and ensure explicit communication and adherence of promotions

Possess high competition intelligence in constant monitoring of all competition

Team Building

Assess performance capability & providing development feedback to team

Recognize CEs on internal/external platforms Partner with Sales HR and drive Core People Processes across the team Own the frontline functional skill development and Development Action Plan Qualifications

Knowledge1. FMCG sales overview2.

Distribution

Business 3.

Computer

Proficiency – Excel, Word, PPT, Outlook4.

Local

Language and English5. ROI Understanding

Skills1. Negotiation2. Communication3. People management 4. Time Management 5.

Critical

Thinking 6.

Analytical

Ability 7.

Problem

Solving

📌 Area Sales Manager Bhubaneswar, Odissa
🏢 PepsiCo
📍 Bhubaneswar