Objective: To execute the Sales Strategy for the area through a team of ASMs (Area Sales Manager), STLs (Sales Team Leaders) and MGRs (Market Growth Representatives) and plan to achieve the top line and bottom line deliverables.
Title: General Sales Manager
Function: Commercial
Work Location: Indore
Job Responsibilities
To review Productivity measures and recommend actions for improvement
To assess distribution gaps and to drive growth in unrepresented and under-represented markets and to determine whether to have direct/indirect distribution
To map the prospects in the Market basis the ND (Numeric Distribution)/ PPO (Population Per Outlet)/ VPO (Volume Per Outlet) & plan for increasing chilled availability
To review weekly &monthly; performance and suggest actions for enhancing Sales, ME (Market Efficiency), Share Etc.
To improve adherence to Sales Routines and Processes and to Develop the Sales Team on the job to improve skill levels to segment priority markets for activation and plan on investments judiciously to drive business growth.
To plan specific marketing programmes and promotions to improve gaps in execution
To allocate monthly discount and DME (Deduction from Marketing Expense)
budgets to the ASM Team to drive achievement of their targets, regular tracking and review of the same.
To review placement of SGAs (Sales Generating Asset) with respect to maximising their productivity and ensure better ROI (Return on Investment).
Direct Reports: Area Sales Managers
Grade (Internal Reference): 10
Geographical Scope: Indore
Reports To: Zonal Vice President
Key Customers:
Internal Customers: Finance & RTM (Route To Market) & Capability Development & Channel Marketing & CDE (Cold Drink Equipment)
External Customers: Retailers, Distributors etc.
Job Requirement
Qualifications: MBA in Sales and Marketing
Experience: 10+ years
Functional Skills:
• Sales Management- Budget Management and Control - Competent