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Area Sales Manager - With Leading Retail Industry Client

Keywords / Skills : Area Sales Management, Regional Sales, Distribution Management, Sales Planning, Sales Forecasting, Selling, Primary Market Intelligence, New Product, Customer Management

6 - 10 years
Posted: 2018-11-18

Sales/ Business Development
Area/ Territory Sales Manager
Posted On
18th Nov 2018
Job Ref code
Job Description
  • To achieve the sales target in the assigned territory by selling existing and new products & developing the territorywith sustained growth
  • Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an areal scale, sales targets and volume goals for each product/brand, in consultation with the Regional Sales Manager.
  • Managing distributors to ensure primary the sales plan is achieved as per defined objectives
  • Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs
  • Ensure timely clearance of outstanding payments from distributors
  • Capturing feedback of retailers on secondary scheme, NPD and distribution services
  • Resolving retailer complaints with company or distributor
  • Managing customer complaints including sales return In case of sales return
  • Discussing service feedback with respective distributors as obtained from outlets
  • Creating area coverage expansion plan based on market intelligence and inputs from SO. Implementing the coverage expansion in alignment with company objectives and RSM
  • Ensuring new distributor on-boarding as per defined norms
  • Timely resolution of key channel partner issues
  • Monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits
  • Defining tasks for day (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
  • Mentoring and coaching mapped company SO's
  • Evaluating SO performance and creating customised action plan for each SO
  • Conducting Retailer visits to observe product visibility, NPD/focus articles availability and merchandising utilization
  • Based on market visit highlighting gaps in market and developing an action plan with SO.
  • Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team
  • Compiling market working reports from SOs and sharing with admin team
  • Analyzing competitor report shared by SOs and preparing action plans to counter competition
  • Communicating trade promotion schemes to SOs and Distributors
  • Preparing MIS reports for target vs actual sales and other objectives
  • Timely review of monthly/quarterly performance with RSMs, SOs and distributors
  • Providing sales forecast support to RSM
  • Focus on implementation of companys strategic objectives for assigned sales area.
, Desired Profile
  • Business Acumen
  • Selling skills
  • Market Knowledge
  • Analytical skills
  • Customer Focus
  • Collaboration
  • Adaptability
  • Result Orientation
  • Negotiation skills

Reference ID - GH/CRS/JC//15102018//79004/Area Sales Manager ,

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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