JOB DESCRIPTION

Position: Area Sales Manager

Description

The role incumbent is responsible to drive sales and distribution for the company products

and manage his or her allocated territory and the customer through his/her sales team.

Eye for business expansion and develop the market to deliver to its fullest potential.

Build a strong distribution network and manage its health effectively.

Responsibilities

Business Objectives:

a. Responsible for achieving Primary and Secondary Sales targets for the assigned

territory through effectively driving KPIs distribution, visibility, freshness and Instore execution, in line with Sales Strategy and Policy.

b. Effectively motivate and manage the teams driving productivity and ensure

attrition within norms.

c. Coach and develop his/her team to deliver on the business objectives.

d. Optimal deployment of manpower and coaching and onboarding recent joinees

effectively.

e. Relationship management with his/her distributors and key customers.

f. Market mapping, territory planning and appointment of distributors as per business

requirement.

g. Ensuring distributor investment as per plan and managing the distributors business

health and hygiene as per company norms.

Role:

Sales Planning

1. Defining the Monthly, Quarterly and Annual Business Plan for the assigned area.

2. Detailing the Annual Business Plan in terms of Volume, Distribution, New

Initiatives, Market Expansions and Distributor Investment at the route level.

3. Converting the objectives/targets SO-wise, distributor-wise, DSM-wise and beatwise in coordination with the SO team.

4. Develop brand pack, sales and distribution plan for existing and new products by

analysing the sales data.

5. Weak Area Market Development Plan.

6. Develop plans for secondary schemes in line with market requirements.

7. Forecasting and trend analysis.

Customer Management

8.



Outlet Growth Mapping of customers to deliver to potential Identify, Evaluate,

prioritize opportunities and execute.

9. Building close relationship with top first business & vintage customers Distributor Management

10. Plan and appoint right quality of distributors as per approved investment norms.

11. Ensure selection and appointment of right quality of salesman at the distributor

points.

12. Ensure infrastructure and investment stock/credit/vehicle as per agreed norms.

13.Coach and engage the distributor team to be closely aligned with the company

objectives.

14. Perform a distributor health check on a quarterly basis.

Territory Operations and Sales Management

15.Review, track and monitor sales performance across the territory.

16.Conduct weekly review meetings with the team on the admin day.

17. Plan and execute service levels through proper coverage and route-beat frequency

as per the market needs.

18. Ensure proper working capital management (Credit Management) for the

distributor.

19. Ensure BG (Bank Guarantee) renewals and Full and Final settlement closure of

distributors within a week of ceasing operations.

20. Ensure 100% AOG adherence, Botree Billing and SFA Usage.

21. Ensure pricing as per company norms.

Business Analysis

22.Review and analyse business performance of his/her territories

- Primary, secondary volume and WOD report
- One-sheeter report – range selling (brand & pack), channel contribution,

discount analysis, unbilled retailers

- SFA Usage report
- Review and update retailer master database

Market Intelligence

23.Report competition activities on a daily and weekly basis.

24. Monitor pricing of competitor brands and create an effective selling story for the

team.

Criteria

Experience: 3 to 5 years of experience, with channel management

expertise.

Educational

Qualification:

Master of Business Administration (Full time)

Language: Local language, Fluency in English

📌 Area Sales Manager (Chennai)
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