Job Description

Objective: To execute the Sales Strategy for the area through a team of ASMs, STLs and MDs and plan to achieve the top line and bottom-line deliverables.

Title: General Sales Manager

Function: Commercial

Work Location: Mumbai

Job Responsibilities

To review Productivity measures and recommend actions for improvement
To assess distribution gaps and to drive growth in unrepresented and under-represented markets and to determine whether to have direct/indirect distribution
To map the opportunities in the Market basis the ND/ PPO/ VPO & plan for increasing chilled availability
To review weekly &monthly performance and suggest actions for enhancing Sales, ME, Share Etc.
To improve adherence to Sales Routines and Processes and to Develop the Sales Team on the job to improve skill levels to segment priority markets for activation and plan on investments judiciously to drive business growth.
To plan specific marketing programmes and promotions to improve gaps in execution
To allocate monthly discount and DME budgets to the ASM Team to drive achievement of their targets, regular tracking and review of the same.
To review placement of SGAs with respect to maximising their productivity and ensure better ROI.
Drive the team to increase HCCB market share in the assigned geography.

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Direct Reports: Area Sales Managers

Geographical Scope: Mumbai

Reports To: Zonal Vice President

Key Customers:

Internal Customers: Finance & RTM & Capability Development & Channel Marketing & CDE

External Customers: Retailers, Distributors etc.

Job Requirement

Qualifications: MBA in Sales and Marketing

Experience: 10+ years

Functional Skills:

• Sales Management- Budget Management and Control - Competent

• Sales Management- Segmented Execution - Competent

• Sales Management- Infrastructure Management - Competent

• Financial Knowledge/ Application- Contribution Management - Competent

• Customer Management- Discount Management - Mastery

• Analytics - Share and Volume Analysis - Mastery

• Customer Management- Relationship Management - Competent

Travel: Travel within designated area - 70% travel in a month

Hindustan Coca-Cola Beverages