Area Sales Manager

Lead the sales team in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long term organizational strategy.

Strategy and AOP:

• Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team

• Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category

• Implement & cascade action plan to territory team to execute counter strategies

• Strategize and brainstorm with ZSM to drive sustainable growth objectives & re-align strategy where necessary

• Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables

• Review progress as objectives at weekly meetings and take corrective action as appropriate

Productivity and Financials:

• Ensure smooth flow of information to ZSM & Sales Director to aid strategic decision making & ensure all financial & sales data is factually correct

• Monitor & manage trade discounts with TSOs month on month

• Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability

• Implement quality & control measures at distributor outlets – FIFO, stock numbers etc.

• Responsible for depot sales tracking & to assist ZSM in strategic planning against data gathered on a monthly basis

• Drive productivity optimization & motivation for TSOs and DSRs through daily interaction; weekly meetings & setting smooth operating procedures

• Assist ZSM to ensure optimization of staffing requirements through liaison with HR Commercial Manager

• Ensure SOCKS process to be followed

Market Share:

• Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity

• Drive corporate marketing agenda with regional focus through customized local promotions

• Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms

• Analyze & propose promotions with positive financial impact through rationalization of brand plans

• Market intelligence & competitor analysis – Monitor competitor activity and identify response plan in liaison with ZSM

• Ensure smooth execution of all new product initiatives against regional business strategy

• Ensure execution of all merchandizing, display & operational priorities across territories

Process Improvement:

• Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.

• Build and maintain communication with Head Office/ Supply chain on product supply and POP related matters

• Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders

• Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs

Team Building:

• Assess and track team capability through ongoing feedback, regular review meetings & KPI tracking

• Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills

• Conduct field training to ensure market excellence in all areas

• Ensure ongoing motivation in the team through suggestions on R&R programs to HR Manager

• Partner with HR and drive Core People Processes across the team Own the frontline functional skill development action plan with HR

• Assist Process Owner during benchmarking of KC2 process & timely close the gaps identified by developing/modifying test scripts in order to mitigate emerging risks & improve controls effectiveness

• Ensure controls awareness and accountability on DRs and distributor

University Graduate/ Masters

3-5 Years