Job brief
We are currently seeking an Area Sales Manager to plan sale of company's range of products as per stated objectives and agreed targets in the designated Area for it's Gujrat region.
Responsibilities
Operational:
- Oversee achievement of sales and merchandising objectives for a range of company products in the assigned region on monthly basis;
- Travel throughout assigned region to monitor sales force activities, call on existing and prospective clients to solicit business, review sales, gather market information and attend distributor problems in person;
- Communicate market feed-back, distributor concerns and propose sales strategies at regional level to achieve assigned targets in the given time frame;
- Ensure support to company and distributor sales force for the achievement of desired revenue targets;
- Ensure on job training, guiding and supervision of sales team to sustain and improve Company's competitive position in the market;
- Prepare estimations of monthly/quarterly stocks required in the assigned region;
- Ensure timely availability of stocks at distributor and trade levels through constant liaison with Manager Sales Coordination;
- Prepare daily, weekly and monthly reports of business transactions and market intelligence on prescribed perfomas (or format) for the management;
- Ensure maximum market coverage in width and depth and prompt delivery of stocks at trade level by the distributor;
- Examine and suggest improvements in wholesale policies;
- Audit overall quality of selling in the assigned region and ensure merchandising/display activities are properly carried out by the sales team;
- Evaluate the quality of live sales call and overall performance including individual strength of his sales team based on his own knowledge. Advise and guide the team accordingly;
- Ensure that the sales team carries out all the company's given tasks on time as per guidelines and reporting is being done accordingly;
- Conduct Journey Cycle meeting at the end of every month by calling the assigned sales team to review and plan the sales activities. Discuss individual and collective sales targets vs. achievements , sales force itineraries, territorial problems and guide the sales team to resolve their problems accordingly;
- Assist management in dealing with non-distributive trade(all institutions);
- Coordinate and train the sales force on wholesale management;
- Conduct surveys and marketing research in addition to regular job as and when assigned by the management;
- Assist management (GM S&M and respective ZSM) in developing performance standards for sales personnel and distributors; and
- Ensure inventorial control, stocking and keeping products at distributors level accordingly to quality guidelines, maintenance of record of sales/business with the company, inspection of returned and damaged products, dispatches as per allocation, proper working and training of distributors sales force, control of promotional activities, and required input in company's business.
Strategic:
Manage Sales Officers/Field Supervisors for efficient deployment of their resources in designated Towns to achieve sales targets. Guide and motivate the sales team for effective deployment of selling efforts.
Developmental:
Develop training plans in this regard and evaluate the strength and suitability of individual sales personnel for their specific functions
Key Performance Indicators / KPIs
- ABF Achievement > 90%
- Meeting Touring Strategy > 90%
- Implementation of given KPIs of SKUs per Call and per day Productive outlets > 90%
- Company Policy and Strategy implementation > 90%
Performance Results
- Achieved targets as per ABF
- Implemented assigned touring strategy
- Fulfilled assigned KPIs
- Implemented company policy and strategy
Essential Skills
- Excellent Interpersonal Skills
- Influencing Skills
- Managerial Skills
- Good verbal & written communication
- People Management Skills
- Good MS Office Skills MS Excel, MS PowerPoint, MS Word.
Experience Requirements
Overall relevant Sales experience of minimum 5 years.
Minimum 2 years of Managerial Sales experience at District level
Education:
Graduate from a Recognized University