Area Sales Manager - SAMNA

KEY ACCOUNTABILITIES:

Accountabilities Scope of work

• Sales Efficiency

Work in close collaboration of the field sales team to improve upon sales efficiency parameters: Penetration%, Bill cuts per day per route, Effective Calls, VPO, VPR aligned to the business objectives as set by the UNIT

• Distribution Management

Support Field team in identifying distribution gaps - New retailers, Distributors, Vehicles etc and help in onboarding them in the system

• Process/Infrastructure

Manage & ensure adequate adoption of processes/tools associated with interactions between Logistics - Distributor - Field Force Retailer (DMS/SFA-SAMNA, Compliance Audits etc). Ensure relevant infrastructural elements are in place to support the aforementioned.

• Master Data Management

Continuous improvement in master data accuracy: Geo Tagging, Channel Bifurcation, Customer Master, Vehicle Master, Hierarchy mapping

• Information/insights generation

Analyse Sales data to provide relevant insights for improving upon operational efficiencies. Support field sales team by ensuring accurate & in time reporting.

• New Initiatives

Support field team in enabling implementation & adoption of new systems/processes. This will include distributor alignment, salesman training, relevant data collection and identified issue resolution4, KEY INTERFACES

External Interfaces, Internal Interfaces Available data sources on competition mapping, Market Share etc. DMS/SFA system (SAMNA), Reporting Tools (Qlik BI, Power BI), Onboarding platforms.

Education Qualification (Highest)

with Target Institute(s)

Full-time MBA from a reputed Management Institute

Desirable experience:

Experience in Beverages Industry would be an added advantage.

Functional Skills

• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proven ability to drive the sales process from plan to close
• Strong business sense and industry expertise
• Successful experience in consistently meeting or exceeding targets
• Functional Expert

Behavioral

Skills

• Good Interpersonal Skill
• Good Communication Skill

Expert

• General Awareness: Knows the fundamental or general understanding of concepts.
• Working Knowledge: Has broad job knowledge; knows and applies the full range of concepts and practices. Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices.
• Functional Expert: Candidate is certified functional expert with strong knowledge on concepts.
• Mastery: Candidate is subject matter expert and has command over the subject/ concepts.