Area Sales Manager (B2C)

JD

Role Title: TSM / ASM

Location: Bangalore

Department: Sales – Consumer segment

Industry : Home Care & Personal Care

Reporting to: Sales Head

Qualification: Any degree / Post Graduate degree/diploma in Marketing

Experience: 9+yrs

Job Description:

Distributor Management

Profile efficient distributors in the coverage territory and recommend appointment/termination of the same to the Reporting Manager as per business requirement.

• Managing distributor inventory/sales orders.

• Achieve mutually agreed primary sales/product wise, every week.

• Growth of sales through geographical expansion after assessing the potential of the new area and the viability of appointing a distributor.

• Implement the price list at each level of the customer segment and ensure price stability.

• Ensure that orders generated from customers are supplied on time and in full (quantity & range) in the Area under control.

• Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range/volume in the existing customer base.

• Maintaining optimum level of RDS inventory.

• Timely submission of Claims, check and verify the claims and ensure the proper utilization of promotional materials.

• Ensure the timely submission of Stocks and Sales statement by team along with sales Reports on monthly basis.

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Secondary Sales Management:

• To cover customers and trade as defined and to build / maintain long-term relationships.

• To Open up Key Outlets / Potential Sales Outlets and ensure the Placement of our products.

• Generate and grow secondary sales from all Channels of Trade (Retail Trade & Modern Trade) and liquidation of stocks in the distribution chain.

• Motivate, guide and assist the team in Meeting Secondary Sales Objectives both on Week basis as well as month.

Process Adherence:

• Maintaining and updating MIS in the agreed formats for the following :

• Customer profiling, Must Call List, Stock & Sale statement, Town wise sales data, Product wise / town-wise sales achievement & trend ds, activity details.

• Manage trade schemes most cost-effectively and claim settlement to be done within the specified time frame.

• Adhere to the company norms of fieldwork and reporting.

• Customer Interface:

• Handle all customer complaints and Queries satisfactorily.

Training: Organize, and conduct on-field training for the frontline field force.

Market Understanding:

• Provide feedback on the effectiveness of the existing trade scheme and give recommendations for the most appropriate scheme.

• Develop an understanding of how trade operates and acquire skills to deal with them.

• Gather market information on competitor activities, trends & practices and communicate them promptly to your reporting Manager and the concerned Marketing Managers.

• Identify market opportunities and communicate them to the Reporting Manager and the Sales Head.