Area Sales Manager Nellore (Remote)

Area Sales Manager Nellore | Relaxo | Worldwide

Department: Sales
Work Location:
Grade: M1/M2
Travel Required: Yes
Reporting to: Regional Manager (RM)
Reported by: Sales Officer / Sales Representative (SO / SR)
Functional: Regional Sales Manager (RSM)
Educational Qualification: Graduate (MBA Preferred)
Experience: 5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.

Purpose of the Position (Job Summary): To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growth.

Key Roles and Responsibilities

1. Financial
   • Sales planning: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager).
   • Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan.
   • Collections: Ensure timely clearance of outstanding payments from distributors.
2. Customer Orientation
   • Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs.
   • Product feedback: Collecting and synthesizing feedback on Relaxo's product portfolio in the context of competitor products and providing appropriate recommendations.
   • Distributor appointment: Scouting and appointing new distributors as per defined norms.
   • Distributor onboarding: Ensuring distributor gets all relevant post appointment support.
   • Complaints management: Resolving complaints of channel partners including issues related to returns.
3. People Orientation
   • Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer.
   • Mentorship and supervision: Mentoring, coaching and supervising company SOs.
   • Evaluation: Evaluating SO performance and creating customized action plan for each SO.
4. Internal Business Process
   • Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets in the assigned territories.
   • Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising.
   • Orders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team.
   • Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition.
   • MIS reports: Preparing MIS reports for target vs actual sales and other objectives.

Competencies

• Technical/Functional
• Behavioral
• Business Acumen
• Selling skills
• Market Knowledge
• Analytical skills
• Customer Focus
• Collaboration
• Adaptability
• Result Orientation
• Negotiation skills

Key Result Areas

• Sales Volume/Value Achievement
• % Revenue Contribution from NPDs
• Rs. Cr business from new Distr-Div. vs. target
• PJP adherence
• Average outstanding at end of each month as % of month’s sales
• Improve Adherence to Key Sales Processes.
• Coaching and mentoring provided to SOs
• Competitor Analysis
• Customer Service improvement

Key Stakeholder Management

• Internal
• External
• RSM
• Marketing Team
• Corporate Communication & NPD Team
• Production Planning & Logistics Team
• Distribution and Sales Support Team
• Distributors
• Retailers

When applying state you found this job on Pangian.com Remote Network.