About the Role:
If you are looking for a agile working environment, decisiveness and a broad scope of responsibility, this role can interest you. As Area Sales Manager, you will ensure the achievement of sales objectives and coordinate with Area Managers and Customer Team Managers.
Main Responsibilities:
Sales Strategy
· Propose goals, sales strategies, channel and customer plans for the area managed
Sales Forecast, Budget and Objectives
· Develop and manage operatively weekly rolling sales forecasts for the assigned area
· Ensures in line with business objectives the proper management of budget (reach targets on trade
spending, returns, profits)
· Propose area sales volume budget and trade expense for PMT (by city, POS, product, SKU)
Customer plans and sales development
· Detect and propose business development and growth opportunities, ensure quantity and quality
development in the assigned area (Business Blocks KPIs)
· Properly distribute resources (human, financial, POSM, etc.) for most effective ROI
Negotiation
· Presents,
negotiate and sign agreed budget with distributors and wholesalers (Define and communicate
objectives and policy to customers)
Field Management
· Defines with distributor the level of service expected (business model, dedicated vs shared sales force,
KPIs etc) and monitor the actual outcome
· Ensure application of national and local KA agreements
· Ensure achievement of the area sales targets (Building Blocks KPIs)
· Propose sales force structure – dedicated vs shared sales force etc., location, headcount
· Manage distributors and wholesalers, ensure payment to Ferrero, follow up credits and assure the
information flow from distributors on sales and expenses
Planning and control
· Plans daily and weekly routing and ensures conformity by sales representatives
· Monitors field activities performance and accomplishment of sales conditions, agreements and relevant BB
KPIs
· Ensure stock management and control, propose actions to resolve
📌 Area Sales Manager Delhi (India)
🏢 Ferrero
📍 India