Job Details

Experience: 5 - 10 Years | Salary: Not Disclosed by Recruiter | Opening(s): 2 | Posted Date : 2017-12-02
Hiring For A Reputed Client of GlobalHunt
Job Description
  • Business Acumen
  • Selling skills
  • Market Knowledge
  • Analytical skills
  • Customer Focus
  • Collaboration
  • Adaptability
  • Result Orientation
  • Negotiation skills
Desired Profile


  • Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an aerial 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

Customer Orientation

  • 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

People Orientation

  • 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

Internal Business Process

  • 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 company’s strategic objectives for assigned sales area

Industries TypeFMCG Industry
Role Area Sales Manager
Skills Secondary Sales, General Trade, Modern Trade, Area Sales Management, Distribution Network
Functional Area Sales , Retail , Business Development
Education Graduate ( MBA Preferred)
Location Calicut/Kozhikode, Rajkot
Keywords Secondary Sales, General Trade, Modern Trade, Area Sales Management, Distribution Network
Contact HR
Telephone 91-11-46547700
Reference id GH/CRS/ Area Sales Manager/ JC//01112017//71796