Area Sales Manager

工作内容

Location:Shimla

Salary Package: 6.5 LPA

Qualification:Any Graduate

Experience:5 to 7 Yrs in the FMCG food industry

Job description

A) Coverage:

• To generate sales by ensuring effective coverage of the existing O/L of the beats & continuously updating the list with new O/L as per the requirement of the organization.
• The ASM is required to analyze the performance within his territory regularly, evaluate the potential within the territory and ensure that the coverage by the TSI s is wide & exhaustive.
• He is required to identify distribution points and wholesale dealers, and appoint sales executives in consultation with the superior to ensure wider coverage, including suburbs, rural areas & outstation areas.

B) Services:

• To ensure that the channel partners, and trade partners purchase & stock according to their respective potential
• The ASM is required to influence the sales team to convert non-buying retailers to buying retailers
• He is also required to ensure that there is a brand presence for all the brands in the classified outlets (Key Accounts - retail & wholesale)

• He is required to ensure visibility at the outlets against the competition (shelf space)
• He is required to check the channel partner finance invested in our business every month to ensure that the market does not suffer. The same is to be reported in his quarterly report.

a) Ensure timely payments of stock order/clearing of credit

b) Timely submission of debit notes with relevant documents

c) Timely disbursements of the market offer

• To ensure that the level of inventory of stocks and merchandising items is maintained at an optimum level.
• The ASM is responsible for ensuring that the distribution is proper, timely & as per requirement. He is also required to ensure the freshness of the stocks & lift the damaged stocks from the outlets.
• Ensure adherence to servicing norms depending on the O/L profile.

C) Development:

• To lead & motivate the front-end sales team and the channel partners.
• The ASM is required to continuously upgrade & build the knowledge base of the TSI s & the channel partners by sharing information on the various activities initiated by the company in the market and by sharing information on the competition. He is also required to guide day-to-day activities, based on the activity details of the sales executives and feedback received from stakeholders. By ensuring that they make regular calls, by checking on the sales call & providing feedback on the same. Etc.
• He is also required to ensure that the wholesale dealers/distributors appoint the requisite number of salesmen & provide them with the requisite briefings & training (classroom & infield). The ASM is required to ensure the retail service level.
• Build the Tea Brand Portfolio in his specific territory

D) Execution:

• To generate sales by executing & coordinating various field-level activities at the retail & wholesale levels. The ASM is required to prepare a monthly/annual plan for sales targets, based on which he is required to plan & budget the advertising and promotional inputs required. Some of the marketing inputs would be expenses on point of sales materials, trade schemes, model shops, dealer boards, wall paintings, etc. for his territory.
• The ASM is also required to ensure that these promotional materials are used optimally both in the field as well as at the wholesale dealer points.
• He is also required to verify the expenses done through the Distributor for the local activities & ensure the debit notes are sent immediately after the scheme/activity is over.
• He is also required to coordinate & follow up with the admin staff on Distributor related issues like dispatches, debit notes, etc. He is also required to ensure proper stacking of stocks & POSM at WD point & to follow FMFO.
• To generate reports & MIS. The ASM is required to submit monthly and weekly reports to his superiors (Reports on the performance of the area, activities undertaken, activities of the competition in the area, etc.) and also to analyze sales calls, analyze competition sales, understand the stock pressure level vis a vis competition brand, etc
• Ensure proper launch of new brands in terms of distribution/Initial Placement, visibility, TSI & Promoter training, etc. to ensure that the new launch meets all parameters on the distribution.
• To launch New products in his entire territory irrespective of the Number of towns.
• SALES FORECASTING AS PER THE PRESCRIBED FORMAT