Sr. Area Sales Manager

Overview
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.

Responsibilities
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 & HOS 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:

• Ensure regular market visits which are documented, and the objectives are clearly aligned with the ZSM.
• Recognize market forces and trends very quickly in the assigned region and bring in the necessary level of dynamism to execute the AOP.
• 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:

• Work towards building trust across all employees in the system by living and promoting the company values
• Ensure very high level of mentorship for all DRs by engaging actively with them on operational issues and providing the necessary coaching inputs for enhanced delivery of objectives on both BR and PR.
• Partner with Sales HR and drive People Core People Processes across the team
• Own the frontline functional skill development and Development Action Plan for 2nd level supervisors by partnering and Coordinating with talent manager on training needs of the team.
• 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 distributors

Qualifications
University Graduate/ Masters

5-7 Years of Experience