Area Sales Manager
Al Kabeer Exports Pvt Ltd
Total years of experience :10 years, 5 Months
Key Responsibilities
* Accountable for handling frozen business of 5 crores.
* AOP of Sales & Distribution Cost.
* Established Robust Distribution network in Mumbai & Raigad District.
* Managing team of 7 Sales executives & 7 Merchandiser.
* All Channels - General Trade / Modern Trade & Institutions (HORECA).
* Driving Business basis on 3 pillars : 1) People, 2) Infrastructure & 3) Systems & Process.
* Building relation with Modern Trade - Category Head in all chains & planning of monthly Promotions.
Highlights
* Delivered 10% growth with 85% AOP achievement in volume
* Established system and process through proper on boarding of Sales Executives and Distributors.
* Achieved Category Growth in Handmade Products by 28% vs LY.
* Appointment of 3 Institution Distributors in Mumbai.
* Implementation fixed PDP for Distributors & drive 100% adherence which results in saving of 0.50 lac per month in logistics cost.
* Training given to Sales Executives on Sales Call
Accountabilities
* Accountable for handling the business with an annual turnover of Rs. 17 Crores.
* Overseeing the in-direct distribution network in Thane & Raigad District through a network of 30 Distributors.
* Responsible for MS, ND and WD in TTY.
* Analyzing SKU wise forecast for the TTY.
* Discount planning as per the AOP and marketing requirements.
* TTY’s Planning to drive market initiatives & managing CFA operations.
* Facilitating the roll-out SOP for Distributors & CFA Operations.
* Coaching and Guiding team of 6 AGM and 45 Growth Officer.
* Enhancing the performance capability of the team through Market Working.
* Driving Training Programme for capability building.
Highlights
* Established Robust Distribution network in Thane & Raigad District.
* Delivered 10% growth with 95% AOP achievement in volume
* Delivered 6% growth in Value.
* Established system and process through proper on boarding of AGM and Distributors.
* Achieved 157% growth in Brand Appy Fizz..
* Achieved 300% growth in Frooti Pack 600ml.
Key Responsibilities
* Develop strategy for generating profitable new business and consolidate / grow existing base by selecting, coaching, training the territory team ‘sell through others’. Managing and coaching a team of 10 Customer Executives as well as 110 Distributor Salesman. Driving and Managing a business turnover of 2 million cases.
* Business Development / Marketing:
• Set clear and deliver objectives that are consistent with Market Unit goals with each member of the territory team
• Ensure clear communication and adherence of pricing and promotions.
• Identifying and networking with prospective clients; generating business from existing accounts and achieving profitability and increased sales growth.
• Analyzing marketing trends and tracking competitors’ activities and providing valuable inputs for product enhancement and fine tuning sales & marketing strategies.
• Review progress versus objectives at weekly meetings and take corrective action as appropriate
* Channel Management
• Establishing strategic alliances/tie-ups with financially strong and reliable channel partners, resulting in deeper market penetration and reach.
• Monitoring channel sales and marketing activities; implementing effective strategies to maximize sales and accomplish revenue and sales targets.
• Providing assistance to channel partners by conducting training programs; ensuring seamless delivery of quality service in the market and adherence to company systems and processes.
* People Management:
• Recruiting, training and monitoring the performance of team members to ensure efficiency in sales operations and meeting of individual & group targets.
• Conducting meetings for setting up sales objectives and designing or streamlining processes to ensure smooth functioning of sales operations.
• Assess performer capability through various in-house Sales Tools and providing development feedback to frontline.
* Achievement:
• Awarded “ Best Asst. Manager - Star Award “ for making Distribution Correction & Appointment of Hub-Spoke model.