Area Sales Manager

A Renowned Food & Beverages Company

#Distribution# General Trade # GT # Wholesale

Distribution Management

·         Determine Distributor effectiveness in the area.

·         Perform impact analysis based on market intelligence and communicate to line manager

·         Evaluate competitor distribution system and activities

·         Propose special activities/initiatives in distributor coverage area to improve penetration

·         Evaluate distributor and retailer satisfaction

Plan and Supervise the following activities:-

·         Identify distributor investment and infrastructure requirements

·         Ensure appropriate staffing and market route setup for required coverage

·         Review distributor ROI and financial health periodically

·         Evaluate performance against targets and identify issues

·         Gather channel-specific/ trade specific competitor activity

·         Review sales by brand and recommend changes/ suggestions

·         Review distributor hygiene/ housekeeping

·         Review PoP utilization and stock of PoP materials

·         Escalate/resolve customer issues/complaints

·         Route planning for DSE, DBSM/ SR/ PSR etc.

Stock Management:

·         Forecasting stock requirements with expected accuracy for your territory

·         Ensuring adequate availability of stock (in accordance with norms)

·         Managing closing stock in accordance with norms

·         Managing stock returns

Sales Strategy Development & Execution: –

·         Market potential assessment & benchmarking (gap analysis) for the territory assigned.

·         Provide valuable Inputs on Competitive data analysis

·         Understand the customer satisfaction levels and so the necessary measures to manage the relationship (Stockist/ DB /Retailer Satisfaction)

Business Planning :–

·         Sales analysis – segment/sku/trend for territory assigned

·         Develop action plans – annually and monthly for the territory

·         Monitor/Report against targets – reporting as per required schedule

·         Prepare for and participate in review meetings as when required

·         Adjust plans to meet targets P (for region)

Ongoing Competitor Tracking & Analysis:-

·         Take proactive (and reactive) measures locally keeping the line manager informed

·         Identify new or emerging competitors

People/Self Development:-

·         Communicate organizational values, themes, sales incentive plans and other key initiatives regularly to the team assigned

·         Develop self-development and performance improvement plans

·         Track progress against development objectives and make necessary changes in consultation with manager

·         Monitor performance of on roll and outsourced staff

·         Develop career plans and identify related developmental goals for direct reportees

·         Provide on job training to the new entrant, under performers

·         Provide feedback to stockist/ Distributor on staff performance

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