Job Description

Position Title: Area Sales Manager


Department:


Sales & Marketing


Travel Required:


Yes(70%)


Reporting to:


Administrative:


RM


Reported by:


SO/SR


Functional:


RSM


Educational Qualification:


Graduate ( MBA Preferred)


Experience:


7-12 years of Experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.


Any additional requirement:


Purpose of the Position (Job Summary)


To achieve sales targets in the assigned territory selling existing and new products & developing the sales territory.


Key Roles and Responsibilities
Financial


1. Perform Sales:
A. Translates the annual sales plan into quarterly and monthly, weekly operational plans and develop, on a real scale targets and volume goals for each product/brand, in conference with the Regional Sales Manager.
B. Receives finalized Sales Plan, compiles and communicates to Field executive.
C. Plans, organizes, implements sales programs for the area handled and is responsible for achieving overall sales objectives.
D. Plans, organizes, implements sales programs for the area handled and is responsible for achieving overall sales objectives.
E. Positions new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through sales executive channel and keeping track of the process.
F. Actively tracks sales movement of competitors products and marketing activities through sales executive channel and marketing intelligence and communicate exceptional scenarios to RSM.
2. Pricing Management
A. Communicates pricing internally and to customers in the area handled.
B. Monitors and evaluates pricing with customer and competitors in the region handled.
C. Maintains pricing, discount and rebate details.
Customer Orientation


1. Appointment of Distributor
A. Identifies and provide information of the Distributor in the territory handled and forward details to RSM.
Collects documents and forwards to Sales commercial for verification and creation of distributor account in SAP.
2. Manage Distributor ,Orders & Schemes
A. Communicates information about schemes, discounts and Prices to the distributor.
B. Receives Distributor/Dealer orders and checks credit limit, forwards to sales billing for order processing.
C. Monitors movement of product at Distributor.
D. Manages Customer complaints and sales returns
E. Manages customer complaints and ensures issue resolution.
F. In case of sales return, analyses reasons for return, informs DBR to make a sales return order, receives goods back at DBR, inspects goods and documents reason for return.
People Orientation


1. Manage People
A. Prepares regularly daily / weekly and monthly activity reports and suggests appropriate improvements to field executives.
B. Provides leadership, motivation and control so that the Field executives work as result-oriented and well-motivated team.
C. Conducts random retail visit to get feedback of the product movement, sales force and marketing and positioning activities effectiveness
Internal Business Process


1. MIS/Demand Planning
Discusses & provided sales forecast to the RSM.
2. Prepare MIS for actual results to forecast monthly/quarterly
3. Analyzes sales and competitor reports sent by field executive
4. Provides information on competitor activities to RSM


Competencies


Technical/Functional


Behavioral


Distributor Management
Product Knowledge
Presentation Skill
Communication Skill
Negotiation Skill


Drive
Customer Focus
Leading & managing
Problem Solving
Strategic Thinking
Operations
Effective Communication


Key Result Areas


Quantitative


Qualitative


Increase Sales from Wholesale Business.
Increase Net Realization by improving product mix and price increase.
Improve Stock Availability.
Distributor Appointment process.
Increase penetration into new towns by division


Improve Adherence to Key Sales Processes.
Sales Operations.
Customer Service.


Key Stakeholder Management


Internal


External


Regional Sales teams
Marketing
Corporate Communication & NPD
Production Planning & Logistics
Distribution and Sales Support


Distributors
Retailers