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Area Sales Manager - Dairy - With Leading FMCG Industry Client

Keywords / Skills : Sales, HORECA, Dairy

3 - 5 years
Posted: 2019-02-07

Sales/ Business Development
Area/ Territory Sales Manager
Industrial Relations
Posted On
7th Feb 2019
Job Ref code
Job Description
  • Develop Annual / Quarterly / Monthly Growth Plan and Operational Plan for sales team
  • Monthly Objective Setting
  • Tracking and Review of Performance
  • Support and Intervention to ensure smooth deliverables
  • Align plans with NSM and ACD head
  • Secondary Sales Value
  • Primary Sales Value
  • Annual KRA
  • Ensure Team carries out annual Territory Mapping Exercise and determine Infra Adequacy
  • Work with Capability Team to ensure team is trained on Adequacy measurement, on boarding and TTT.
  • Ensure compliance of UDAAN, CRS, Financial compliance with Channel Partners
  • No. of Channel Partners to Universe Listing
  • No. of RSAs to current account listing
  • % Sale on UDAAN Hub, CRS, RTGS, Cheque
  • Ensure team Develops Joint Business Plan with Channel Partners
  • Participate in JBP of Top 10 Channel Partners
  • Ensure CP Engagement through regular reviews / joint learning meets
  • Tracking and Feedback on servicing adequacy and performance versus plans
  • CP Performance on Adequacy Index
  • CP Performance against sales objectives
  • Offer PTR in market as approved by business head and ensure commercial discipline
  • Ensure Sales Team Maintains account history and responsibility matrix for Key Accounts
  • Ensure Creating of an Annual Business plan with Key customers. Review and track performance
  • Identify growth opportunities within accounts and execute engagement activities
  • Relationship Building
  • Carry out the process of Customer Wiring personally for the Top 20 accounts
  • Account Sales Performance
  • Ensure ECOs of brands, width and depth relevant to each sub channel
  • Ensure best in class execution of consumer promotions, customer engagement activities
  • Ensure best in class new product launches
  • New Launch Sales
  • Swing in Sales from Consumer / Trade Activations
  • No. Of consumer connects through activations
, Desired Profile
  • Achieve Monthly Sales revenue for HORECA nationally
  • Set up go to market for HORECA segment
  • Decide pricing strategy and ensure market competitiveness
  • Give inputs for new product development
  • Ensure WOW adherence of Channel Partner Management
  • Ensure width and depth of distribution as per pre defined objectives
  • Business Development through team Management, New Account Activation, New Product Launch and ensure to tap regional or seasonal opportunities
  • Ensure Customer Management through TOTs signing, adherence and wiring
  • Drive brand objectives at account / sub channel / channel level
  • Execute new products GTM’s as per plan
  • Responsible for execution of Customer & Consumer Promotion /Engagement Activities
  • Work in a matrix structure and align ACD head on quarterly and monthly HORECA plans
  • Liaison with Regional and National Commercial, Planning and HR support functions to ensure functional hygiene for team
  • Recruit, Train and Develop team of BDO and PSMs

Reference ID - GH/CRS/JC//28122018//80696/Area Sales Manager - Dairy ,
Key Skill(s)

About Company

GlobalHunt is an premier executive recruitment and selection services company providing wide range services to companies. Our services are available over a wide geographical area that spans across Asia Pacific, Africa, Europe and American markets, making us one of the leading HR firms.
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