Senior Area Sales Manager
Nestlé
Total years of experience :13 years, 0 Months
As AM:
- Develop and implement Area Business Plans in line with the business objectives of Zone. Ensure achievement of volumes, in market sales and other distribution related KSIs (Coverage, Hit rate and Call Frequency).
- Ensure compliance of distributor with BYCO’s requirements and work load management.
- Develop DSR’s & Distributors through On the Job Coaching by Work with Process to ensure ICM implementation. Develop relationships with trade directly & thorough DSR’s, and leverage these relationships to capitalize on business growth opportunities and to achieve smooth execution of the Area Business Plan.
- Effective Implementation of Distribution Strategy and ensure required distribution infrastructure including human and mechanical resources, warehouse and proper premises. Communicate compensations and rewards to Distributors and DSRs such as SDA, DSRs' Target Incentives.
- Develop business acumen and interest of Distributor to fulfill required business needs
- Update all relevant market data and information including retail dynamics, ECD and competitor intelligence to improve Company's understanding of trade to develop appropriate strategies and plans.
Philip Morris Pakistan Ltd.
Team Leader - Trade Census - May 2014 to date.
Responsibilities:
- Prepare Maps & Clusters for whole Region
- Coordinate RSMs & Supervisors for the planning & execution of Census.
- Follow-up and coordinate with field sales force about the census process & Collect & Verify Forms & get them digitized.
- Coordinate with Project Manager for smooth execution of census.
- Maintain database of all digitized data & make analysis of coverage Model.
- Utilize data to make new requirement of DSRs & make clusters with computerized frequencies of calls of DSR.
Area Sales Manager (with additional Charge of Area Communications Manager of Okara & Sahiwal), Sahiwal 9th July, 2012 - to-date.
Responsibilities:
As ASM:
- Develop and implement Area Business Plans in line with the business objectives of Region. Ensure achievement of shipment volumes, in market sales and other distribution related KSIs (Coverage, Hit rate and Call Frequency).
- Ensure compliance of distributor with PMPKL requirements and work load management.
- Develop DSR’s & Distributors through On the Job Coaching by Work with Process to ensure ICM implementation. Develop relationships with trade directly & thorough DSR’s, and leverage these relationships to capitalize on business growth opportunities and to achieve smooth execution of the Area Business Plan.
- Effective Implementation of Distribution Strategy and ensure required distribution infrastructure including human and mechanical resources, ware house and proper premises. Communicate compensations and rewards to Distributors and DSRs such as SDA, DSRs' Target Incentives and P4P.
- Develop business acumen and interest of Distributor to fulfill required business needs
- Update all relevant market data and information including retail dynamics, ECD and competitor intelligence to improve Company's understanding of trade to develop appropriate strategies and plans
- Ensure cleaning and timely maintenance of all merchandising articles through TSE’s and vendors considering the availability of budget for the Area. Effectively utilize area maintenance budget to keep merchandising articles in reasonable condition.
- Ensure replacement of old dispenser sheets/posters as and when received to keep merchandising articles in good condition.
- Ensure clear communication and understanding of cycle activities within team
- Ensure timely execution of cycle activities as per set guidelines
- Ensure that TSE’s must have SCP document & cycle activity material (TPOSM) with them during the given time
- Drive clear communication at retail through TSE’s by prober execution of cycle activities and TPSOM allocation/deployment.
- Ensure clear communication of Sales/Trade Marketing strategy at all levels
- Drive understanding/education of TSEs on the new role (more accountability)
- Provide on job training to TSE’s and their consistent follow up
- Provide training/development intervention in accordance with development needs/plan
- Attracting new talent - lifting the benchmark.
- Timely & accurate submission of Trade Programs related data, Area expenses, back check reports for trade programs and offers.
Managing 12 Districts mainly Central Punjab.
Demand Forecasting.
Training And development of sales team, Farmers and franchisee's..
Supply CHain and execution of strategies for development of the area's.
Develop a comprehensive setup and franchise Network for the company.
Marketing and advertisment activities with regard to Sales and determining ROI.
Overlooking sales in general.
Devising strategy to develop and grow the area in terms of Farmer knowledge and training Sales people to make sales pitch and understand market issues and farmer issues.
Manage Supply chain.
Demand Forecasting.
Organizing the whole system and rectifying problems at farms and as well as market issues.
develop a system of franchisee in each area and area de-markation for proper working
Last summer, I did my internship in ICI, AkzoNobel Pakistan, and Polyester Marketing Department where I was assigned two projects to work on. First was the collection of secondary data from various sources to create a database of Pakistan’s and related countries’ PSF industry. Secondly, I made a report on the China PSF industry and its growth patterns over the last 10 years.
In the summer of 2008, I served as an intern in the Human Resource Department at Makro Habib Pakistan Limited, where I assisted personnel acquisition and evaluation. During my time at Makro, I was able to put my education to practical use doing such things as setting up appointments for interview and maintaining Human Resource Information System (HRIS).
2 years Merit and need based scholarship. 50%. Internship done in ICI, AkzoNobel Pakistan in marketing research department.