Area Sales Manager Traditional Trade

Job Description

Main Purpose

Job Description

To develop profitable business and grow existing base by selecting, coaching, training the team
Role: Execute plans in his area/ region to

• deliver annual volume within budgeted costs.
• achieve distribution/ in store execution objective.
• to drive Urban & Rural Agenda
• organization capability building
   
• Accountabilities -
  
  Strategy And AOP
  • Set clear and deliver objectives that are consistent with Region and SM Territory goals with each member of the territory team
  • Estimate the category development potential for each category in which PepsiCo operates and build necessary plans to consistently grow shares in each category.
  • Recognize market forces and trends very quickly and bring in the necessary level of dynamism to execute the AOP.
  • Achieve volume targets (Month wise/Qtr wise breakup), focus brand & pack targets
  • Review progress versus objectives at weekly meetings and take corrective action as appropriate
  • NPD Launch - Aligning team on sell in plans, Coordination with MDM and brand teams to execute launch plans and implementing execution parameters. Reviews/ update on launch
  Productivity and Financials:
  • Ensure the smooth flow of information that is to be used for strategic business decisions by Sales Manager/RSM ensuring that the financial/Sales data/information provided is factually correct.
  • Discounts, Distributor ROI , Cost/Expense Control Measures, FIFO, Distributor/Depot Sales tracking & strategic use of such data, Hub & Spoke Implementation , Tracking of Distributor ROI (Viability) on a regular basis
  • Develop operating procedures, Optimise Staffing requirements, Manage productivity and motivation for Sales Officers and PSRs
  • Support successful execution of Grow Core and Add More
  • Handle assigned CFA and be a business driver
  Market Share:
  • Accountable for improving the market share in the territory. Brand- Pack – wise, specific channel focus, Activity around focus brand & pack to improve Market Share, Rack productivity. Drive corporate / regional marketing agenda with local promotions
  • Develop team capabilities to address channel partner stability related issues by evolving alternate GTM mechanisms
  • Understand in detail the financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
  • Posses high competition intelligence engage in constant monitoring of all competitive activities
  Process Improvement:
  • Improve existing organizational sales processes through detailed analysis of data
  • Lead problem solving
  • Maintain a physical presence in the territory to ensure understanding of customer’s needs
  Team Building:
  • Assess performer capability providing development feedback to frontline
  • Provide recognition and feedback to frontline (SSE/SE/ST/TDO)
  • Partner with Sales HR and drive People Core People Processes across the team
  • Own the frontline functional skill development and Development Action Plan
  Job Dimensions –
  • Robust generalist for a territory
  • Number of people: approx 6-8 people reporting in
  • Value sales: As per plan
  • More than 10000 outlet base with more than 60 routes
  • Cost – Manage Stales and Discount
  • Key Business Driver for the Region
  • Computer Skills – MS Office (ppt, word and excel) is required.
  Main interactions within & outside organization / External & Internal Environmental Factors –
  • Internally – Sales Managers, RSM, SE’s , Supply chain team, RCM, MDM, Training Executives
  • Externally – Distributors, CFA’s,
     
  Qualifications
  
  Qualifications/Requirements
   
  • Any under graduation
  • Post Graduation (Tier 1/2 College)
  • Preferable MBA from Tier 1 College
     
  • Competencies Knowledge
    • FMCG sales overview
    • Distribution Business
    • Computer Proficiency – Excel, Word, PPT, Outlook
    • ROI Understanding
       
    • Skills
       
      • Negotiation
      • Communication
      • People management
      • Time Management
      • Critical Thinking
      • Analytical Ability
      • Problem Solving
      • Relocation Eligible: Eligible for Standard Relocation
        Job Type: Regular