Area Sales Manager | FMCG | Mumbai

Yugn HR

  • Jaipur, Rajasthan
  • Permanent
  • Full-time
  • 24 days ago
  • Apply easily
Function: SalesKey Stakeholders:
Internal:
  • Direct Reportees : TSI / SO,
  • Marketing, Sales Admin,
  • Production,
  • HR,
  • Replenishment,
  • Finance
External:
  • Authorized Wholesalers,
Institutions & Consumers
  • Leadership skills
  • Communication skills
  • Basic IT skills
  • Objective Orientation
  • Business Development
  • Process Management
  • Commercial Acumen
  • Negotiation skills
  • Market execution
Desired Competencies:
  • Understanding of channel S&D operations
Key Responsibilities:Market and Sell - Manage Sales Infrastructure :
  • Firm up S&D plan for the year based on RSM priorities. Fix quarterly phasing in discussion
with TSIs and build the plans at a PJP level. Analyze potential areas in assigned geography
where A/W or Distributor appointment would enhance business prospects.
Interview parties shortlisted by TSIs and evaluate them on financial strength, infrastructure,
experience, market standing and alignment with Britannia vision. Complete and sign on the
AW Evaluation format and forward to the General Sales Manager for approval.
  • Coordinate separation of non-performing A/Ws with Full and Final settlement and collect No
Dues Certificates.
  • Coordinate collation of AW Stock & Sales statements at PJP Level. Finalize activity plan and
individual TSI itinerary at the depot meeting based on month/ business objectives,
communicate these to the Field Force,
  • Coach the TSI Team on the Call procedure execution and demonstrate the process during
Field contact, make provision for mid course changes. Draw out S&D/ business/ TSI contact
priorities for the month, monitor Field Force activity, make changes to Tour plan due to
additional projects/ business exigencies for PJP planning and execution
IN ORDER TO ensure that the sales infrastructure in the assigned areas meets defined
norms
  • Produce and deliver products and services - Manage Downstream Logistics
  • Facilitate movement of Modern Trade estimate with the MT Team. Discuss issue on
availability at the A/W level, specially regarding trade promotions and gift / promo items.
Dialogue with A/Ws to expand coverage of CRS systems specially using I-point. Prepare
liquidation plans for SKUs where PKD is beyond 2 months and seek approval from the RSM.
  • Assist the depot team in ensuring compliance with receivable norms and improvement in
related systems. Increase the coverage of Channel Financing by facilitating interaction
between the bankers and A/Ws. Co-ordinate with Sales Admin to issue or reverse Stop
Invoice instruction based on bank advice to channel financing execution
IN ORDER TO strengthen downstream logistics with performance meeting or exceeding
norms in Availability, Collection and A/W satisfaction.Market and sell - Sales and Operations Planning :
  • Review S&OP docket sent from the EO. Review S&OP volumes in light of the proposed
marketing initiatives. Identify areas where own estimates are below S&OP. Draft Local Trade
promotion plans to fulfill gaps or where potential exceeds S&OP. Deploy the same to TSIs in
the depot meetings and review A/W wise secondary sales objectives. Communicate SKU
estimates where the depot level S&OP forecasts are more than 20% lower than to own
estimates.
IN ORDER TO coordinate potential secondary sales and supplies
  • Market and sell- Manage Sales Support Activities : Design a Visibility plan and set up visibility
standards for Key and other General Trade accounts. Identify activation opportunity with
respect to a brand, occasion or an event; invite and shortlist external agencies for a pitch if
the activity cannot be handled in house. Communicate activity objectives/ success metrics
and execution plan. Inform Team on the objectives of the activation and individual roles in the
same.
  • Provide feedback to Sales Development on the current TOT status and competitive TOT,
review effectiveness of the TOT with the Key Account TSIs. Review SKU-wise sales Trends
in Modern Trade. Devise tentative promotion plan with set objectives, sales swings estimated
and spends; Send the detailed proposal to the KAM in agreement with the MT ASM and MT
SO; Finalize Execution details and delegate execution to the Local MT SO
  • Shortlist Trade promotion alternatives, arrive at mechanism options and operation period.
Submit Proposal in pre-defined format. Measure activity performance at periodic intervals on
objective parameters. Check for adherence of A/W claims to initial Trade Promotion and sign
off claim settlement.
  • Communicate to the Team on the final codification, facilitate roll-out in the market place and
track progress for the same.Develop and manage human resources - Manager Talent :
  • Set KRAs for the TSIs based on ASM KRAs and other local objectives. Conduct mid year
discussions and provide feedback to TSIs. Assign ratings and discuss the BAT assessment
with the employee. Identify learning and development areas, document these and inform
TSI's of appropriate training programs. Support the implementation of the Sales Training
Program developed by Sales Development.
  • Coordinate recruitment of TSIs in the assigned area with HR. Review shortlisted CYs and
conduct preliminary interviews. Provide orientation to selected employees
IN ORDER TO manage and develop human resources in the department.Others Responsibilities :
  • Review and Reporting: Collate data and prepare reports to track various parameters e.g.
Sales Efficiency, Sales Achievement and Champion's Scorecard and discus ASM-MIS and
the Champion's Scorecard with the Team.
  • Consumer Promos (Design and Execution) : Communicate to the Team on the objectives of
the consumer promotion, KSFs and the execution details
  • Business Solution Development : State requirement for developing system/ automation
solution to streamline/ accelerate manual processes that can be standardized/ automated;
provide feedback on the developed system while using in real-time environment
  • Annual Budgeting (Sales Budget) : Project category and Britannia growth trends based on
competition activity/ intelligence and local trends, provide input at Regional Level on the
extent of S&D expansion planned and the estimated impact on sales as a result, add inputs to
the Regional Sales Planning exercise in shaping the state S&D plan, provide inputs on the
manpower requirements for the next year at the Area level
  • Customer Complaint Handling : Resolve customer issues by meeting the consumer along
with the T.S.I. if the nature of the complaint is serious or on escalation, Revert to the
consumer on the on with the Action Taken Report
  • Market Returns: Evaluate the summary of Market Returns AW-wise, investigate on A.W.s
where Market returns show variance on the higher side and finally submit the summary for
approval.

Yugn HR