The incumbent will be responsible for managing entire area for driving sales, product Awareness Building, Visibility & Merchandising. Ensuring consistency in primary and secondary sales. Analyzing and handling Competition and competitor activities. Preparing deliverables and targets for all team members
Key Stakeholders: Internal
Area Sales Team, ZHR, Business Training , Commercial officer , HO support function
Key Stakeholders: External
Retail outlets, Distributors, CFAs
Reporting Structure:
Zonal Business Manager
Experience:
Minimum 4 year to 10 year selling experience in FMCG/OTC/pharma Industry
Must have extensive sales experience and experience in managing a large sales force
Skills
People Management Strong interpersonal skills Team management skills Negotiation skills Problem Solving skills
Graduate + MBA / PGDBM
Drive Business Strategy and Processes
Develop and implement business strategies and action plans and propose business improvement
Assign targets to the team members reasonably based on the potential of the territory and resources
Sales Forecasting at monthly and quarterly level, monitoring sales team performance, analyzing data and reports
Enable TSO/TSI/SO to maximize the output from retailers and distributors by using knowledge and skills effectively (product detailing/sales closing / objection handling / input utilization / scheme utilization/ POS, POP utilization) through Joint FieldWork
Resolving Customer Complaints and grievances
Coordinating with HO for Brand related activities, Supply Chain, Finance and HR
Infrastructure Management
Develop and manage efficient distribution networks for sales through appointment of distributors, maintaining stock levels, timely billing and collection
CFA Management
Team Handling & Development
Coaching and Mentoring the team members to align their performance with the business plans
Managing TSOs, TSIs and SOs effectively and ensuring their development
Enabling the team members for achievement of incentives
Ensuring timely reporting through teamin company prescribed formats
Induction and on the job training of new team members
Involvement in the competency based recruitment process in coordination with Zonal HR
