AREA SALES MANAGER
PARLE BISCUITS PVT LIMITED
Total years of experience :22 years, 4 Months
Business Development
Sourcing, Identifying, Appointing and Managing distributors(Coverage and New town Expansion)
Managing distribution(Coverage consolidation)
Periodically reviewing Infra and Investment for Distributors and generate the investments
for our business development objectives.
Exploring New Business Opportunities in Institutional segments, Modern Trade, and New Channel avenues.
Conceptualizing & Implementing/ Organizing Promotional Activities and ensuring accomplishment of business goals.
Team Management
Providing direction, Motivation & Training to the SE and SO team for ensuring optimum performance for all functional areas.
Conducting meetings for setting up sales objectives and designing or streamlining processes to ensure smooth functioning of sales operations.
Developing the field force and in leadership areas which helps them to elevate next level within the organization.
Strategic Planning
Planning the Monthly Sales and Expenses provisions.
Developing & Executing effective sales plan for the ASM Territory and assure achievement of agreed volume and Gross Profit objectives(Top line)
Discounted volume plan is should not exceed 20% of overall volumes.
Forecasting the Growing and Opportunity Categories based on the trends.
Sales & Marketing
Analyzing latest marketing trends and tracking competitors activities and providing valuable inputs for fine tuning sales &marketing strategies.
Managing Sales, Sourcing, Exchange and Marketing Operations/Promotion ensuring accomplishment of set business targets and boosting sales.
To evaluate the daily productivity and giving feedback and show the direction to the team.
System & Process
Weekly invoicing to all distributors.
Ensuring Range Selling to all DBR
Ensure the DSR (Daily Sales Report) should be posted by SE/SO to Zonal Sales office on daily basis and minimum 1 month DSR copies have to keep by SE/SO during market work.
All the DSR (Daily Sales Report-DSM daily order sheet) must keep in the DBR point.
Outlet Productivity/Effectivity Tracking through Sehyog(Core Stocky)
Monitoring and evaluating the Discount Utilization Register (DUR). Since Company is operating primary schemes, it is very important to keep the register in place and the same should be submitted to finance on monthly basis by DBR along with their operational subsidy claims.
Once in 6 month, we ratify the outlet census data and the same should be keeping all records in the DBR point and the same should be documented in corporate office.
Once in a quarter, SE/SO should collect the NDC (Nil Due Certificate-Claims Reconciliation) from the DBR. It is help us to keep the clean and hygiene system in place.
Sourcing, Identifying, Appointing Super Stockiest and Sub-Stockiest in Rural towns
To ensuring Rural Towns(less than 1 Lac Pop Towns are called as Rural in Unicharm)
Formulating strategies and reaching out to the unexplored market segments through van town Coverage.
Providing direction, Motivation & Training to the ASM and Rural SO team (ISR) for ensuring optimum performance for all functional areas.
Conducting meetings for setting up Rural Town Opening and sales objectives and designing or streamlining processes to ensure smooth functioning of sales operations like Weekly invoicing and Range Selling to all sub stockiest
-Team Management
Providing direction, Motivation & Training to the SE and STL team for ensuring optimum performance for all functional areas.
Conducting meetings for setting up sales objectives and designing or streamlining processes to ensure smooth functioning of sales operations.
Developing the field force and in leadership areas which helps them to elevate next level within the organization.
-Business Development
Sourcing, Identifying, Appointing and Managing distributors(Coverage and New town Expansion)
Managing distribution(Coverage consolidation)
Periodically reviewing Infra and Investment for Distributors and generate the investments
for our business development objectives.
-Strategic planning
Planning the Monthly Sales and Expenses provisions.
Developing & Executing effective sales plan for the ASM Territory and assure achievement of agreed volume and Gross Profit objectives(Topline).
-Sales & Marketing
Analyzing latest marketing trends and tracking competitors activities and providing valuable inputs for fine tuning sales &marketing strategies.
Managing Sales, Sourcing, Exchange and Marketing Operations/Promotion ensuring accomplishment of set business targets and boosting sales.
To evaluate the daily productivity and giving feedback and show the direction to the team.
-System & Process
Weekly invoicing to all distributors.
Ensuring Range Selling to all DBR
Ensure the DMR (Daily Market Report) should be posted by SE/STL to corporate office on daily basis and minimum 1 month DMR copies have to keep by SE/STL during market work.
All the DSR (Daily Sales Report-DBSM daily order sheet) must keep in the DBR point.
Monitoring and evaluating the Discount Utilization Register (DUR). Since Company is operating primary schemes, it is very important to keep the register in place and the same should be submitted to finance on monthly basis by DBR along with their operational subsidy claims.
Once in 6 month, we ratify the outlet census data and the same should be keeping all records in the DBR point and the same should be documented in corporate office.
Once in a quarter, SE/STL should collect the NDC (Nil Due Certificate-Claims Reconciliation) from the DBR. It is help us to keep the clean and hygiene system in place.
- C&F A Operation
- Maintaining Depot Hygiene.
- Ensured 100% adherence in financial policies of organization.
- SE/SO Management.
- Wholesaler(Distributor) management
- Responsible for Distributor ROI
- Strengthening the supply chain management (C&F A to Wholesaler).
- Target Planning and Scheme planning for SE, SO and Distributor
- Using NIC data and expand the Rural coverage.
- Identifying untapped market and generate the sales.
- Monitoring the investments of the distributor.
- Proper placements of new products launching.
- Prevention of old coded stocks
- Conducting Distributor Salesman Training.
- Responsible for Distributor claims.
- POS distribution
- Responsible for giving a timely training SE, SO and DSM.
-Super Distributor management
-PSR Management
-Rural Towns Consolidation
-Rural Town Expansion
-Responsible for Primaries and Secondaries
-Van Town Coverage
-Periodic Review of Distributor ROI
-Nil Due Certificate collection from Sub stockist as well as super stockist quarterly basis.
-Responsible for Primaries and Secondaries(AOP)
-Responsible for infra plan(Glass & Vehicle)
-Handling Distributor
-To lead and show the direction for Distributor and DSM team.
-Responsible for Distributor ROI.
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-It was the start up business from scratch.The division called as "Rurban". The objective was to make the availability of Pidilite products(All divisions) in the assigned geography(Less than 50K) Pop towns.
-Up gradation of consumer from Local brands to premium brands.
-To recruit new end- user group through trials and promos.
-Responsible for Super stockist and Sub stockist appointments.
-Responsible for primaries, secondaries and tertiary.
-Responsible for promotional meets.
- Responsible for Super stockist and sub stockist claims.
Have done my MBA and specialized in Sales Marketing. During my MBA we ave gone through the factory visits, class room sessions, Gust lectures from industrialists and specialized people in their respective areas. As far as curriculum concern i have learned and experienced the areas of Organisational Behavior, Business Management, Management Accounting, Business Mathematics and Statistics, Managerial Economics and Computer Application.