Role & responsibilities

:

I. Area Sales Strategies in line with the Groups overall strategy

II. Execution of the Annual Sales Plans for the State/s with a focus on each of the following:

- Market Share
- Customers
- Channels
- Product Categories
- People Development

III. Business Key Result Areas:

- Consistent (Primary & Secondary) target achievement for the said brands, categories
- Ensuring Brand Coverage/ Presence
- Increasing the Market Share
- Channel Development
- People Development

IV. Operations:

- Sales Management
- Accurate Annual Sales Forecast, Budgeting & Achievement as per plan
- Sales Plan Preparation, Goal Setting & Target Management Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)
- Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team
- Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc
- Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the the Trade Marketing Team & the Sales Head
- Achieving the Product Mix Targets
- Sales Team Building, Development, Motivation & Management
- Sales Reviews & Performance/ Productivity Management
- Process Compliance
- Driving Automation (SFA)



Bizom usage in the team
- Customer Relationship Management
- Returns Management
- Business Intelligence & Analytics (External & Internal)
- External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc
- Policies & SOPs Implementation:
- Sales Process Implementation
- Distribution Policies & Channel/ Partner SLAs
- Customer Credit Policies
- Returns Management
- All other policies implemented from time to time
- Liaison:
- Commercial Team/ SCM Team etc

Preferred candidate profile

- Overall traditional trade sales experience of around 5 to 10 years
- Should have independently handled area sales operations for at least one division/ Brand in the FMCG industry for at least 3 to 4 yrs
- Should have a proven channel development & sales growth track record in his/her previous organizations
- 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
- Solid understanding of Trade Marketing Strategies
- Strong Financial & Business Acumen
- Data Oriented Decision Making
- Experience with handling sales related process automation tools would be an added advantage

📌 Area Sales Manager (Mumbai)
🏢 J.L. Morison India
📍 Mumbai