AREA SALES MANAGER
Walkeaze - Retail Footwear & Fashion
Total des années d'expérience :18 years, 7 Mois
Reporting Line
Working with Dy GM/GM & Director
Job Description
• To develop control mechanism for SAP Customer Relationship Management CRM and ISU Industrial Specific Solution for utilities.
• Focus on Wait & Serving time and maintain Service Levels.
• Modifying and standardizing processes& procedures for better customer experience and sharing it with all stakeholders through Service Levels Agreements SLAs
• Critically evaluating suggesting new tickets to cover all Complaint’s & Services aspects, discouraging manual applications for exception cases.,
• Ensuring effective follow up of consumer complaints and their proper resolution within TAT period.
• Ensure to maintain critical KPI of Instant Consumer Endorsements (ICE).
• Diverting Traffic by encouraging Customers to avail services of Alternative Delivery Channels (ADC)
via Call centers, Emails, SMS, Live App, websites & Social media platform.
• To achieve major weighted KPI‟s of Mystery Shopper, Spot Check‟s, Walk in management.
• To ensure administrative control by gelling team in one unit for effective managing of counter / floor / greeting/attendance punctuality/ inventory replenishment/ IT issues/fitting & fixtures and ambiance.
• To maintain cordial relations with external as well as internal customers also i:e our back office employees of billing, Recovery & Network dept by conducting interdepartmental meeting frequently for smooth flow of operations at all departments end.
• To propose Training Need Analysis TNA to Service Quality and Standardization department.
• Conducting in-housetraining /session on performance & development to improve individual & team performance so back up layer can be prepared in the shape of future leaders.
• To reduce CS attrition rate.
Signature Achievements
• Managed high traffic & high loss region with 7 Customer Care center’s while supervising staff of more than 80 people which includes DM/s, AM.s & Team Leads.
• Remained top performer across my tenure by achieving yearly top ranked in Manager’s category.
• Highest revenue contributor in different camps, Customer Facilitation Centre’s CFCs, other Mega activities for Consumer Relief Schemes introduced on different occasions.
• Promoted to Senior Manager position in 2016.
• Successfully done enriching & cleaning customer’s data in 2016.
Duties & Responsibilities
• To boost sales of exclusive & other Market retail outlets.
• Planning annual Sales forecast & budgeting and monitor effectiveness in term of its ROIs.
• Keeping liaison with supply chain management for upcoming new products, giving inputs regarding designs, trends &pricing and its launching.
• Planning and implementing new merchandising & branding techniques at all outlets to enhance sales. Researching and keep tracking of competitor activities
• Coordinating with stores mangers by frequently visiting outlets to comprehend customers need and wants so improvements can be made to enhance brand image.
• Drafting different marketing proposal such as making media partner, cross promotion, exclusive corporate offerings / discount promotions, franchise development & special sales activities.
• Exploring & planning new area for product as well as business development opportunities which ultimately add value to brand equity.
Signature Achievements
• Achieved Rs 1.Bn sales for the year 2011-12 versus Rs.850.0 Mn sales targets in the assigned territory, giving incremental sales of Rs 150Mn.
• Successfully carried out trade & consumer promotions along with integrative ATL & BTL activities in month of Ramazan 2012 achieving Rs 200 Mn sales against Rs180 Mn targets.
• Successfully relaunch Hyderabad exclusive Diner’s outlet.
Market & Distribution Duties
• Effectively designing area-wise monthly sales targets for the order booker/salesmen. Achieving monthly primary & secondary sales targets as per volume & value criteria.
• Carefully scrutinized stocks packing condition at the warehouse & store shelf-level for cases of disfiguring, puffing, leakages, breakages & mouse cut, mainly occurring in food items, taking corrective actions (replacing stocks) where ever is required.
• Ensuring that the FIFO sales system is being followed across distributors‟ Minimizing sales returns for SKUs that are close to expiry by rotating them to retail outlets that have fast off- take for such products. Emphasizing range selling and reducing order cancellations.
• Simultaneously managed 3 distributors and supervised 50 people in sales team.
Signature Achievements
• Achieved Rs 225.0 Mn share of sales -value wise for the year 2009/10 versus Rs.200.0 Mn sales targets in the assigned territory hence taking weighted growth from 50% to 80%.
• Giving Numerical growth of 20% during with my tenure with the company.
• Getting additional sales especially of mega sku‟s from newly set-up of institutions / Horeca business of Rs
25.0 Mn in 2009 which includes hotels, restaurants / caterers, canteens
• Established separate beverage experience distributors and successfully launched Shangrila Mango Juice (250 ml, 1 & 1.5 ltr pet bottle) and achieved 1, 50, 000 trays against target of 1, 20, 000 for the period 2008.
Consolidation & Development of Business
• Always designed monthly & special trade offers with the management’s approval and keeping in view the competitive frame of reference.
• Kept regular contacts in the market to remain abreast of the new marketing & sales initiatives from competition. Identifying market gaps, analyzing competitive strategies and recommending feasible action plans to improve/counter situations.
• Added new areas, outlets& distributors as per the related opportunity meanwhile also helping the potential distributors realize their respective ROIs / business feasibility proposals/potentials.
• Simultaneously managed 2 distributors and supervised 30 people in sales force.
Signature Achievements
• Achieved Rs.302.0 Mn share of sales-value wise for the year„06/07‟versus Rs.282.0 Mn sales targets in the assigned territory meanwhile adding 500 retail outlets during total sales activity.
• Implementation of special consumer promotion of Rs 20-savings on twin pack of Baygon Powders, getting incremental sales of 20, 000 units versus targets in 06/‟07.
• Successfully supervised the launch of Three Brands i.e. Baygon LMD‟s in 2005 and “OFF Repellents, ” & “Pledge” in 2006.
• Restructured whole Karachi region by appointing new distributors and developing sales team in year 2004.
• Arranged 3 foreign Regional Manager Visits to local markets and organizing company related event.
Sales Target & Merchandising
• Projected monthly sales targets for the sales team i.e. order booker / salesmen area wise.
• Ensured achievement of monthly primary & secondary sales targets with maximum market coverage with availability of complete SKU‟s range as agreed with the ASM.
• Carried out merchandising activities & display of products at eye catching level. Proper availability of POS materials and tracking of store promotional plan.
Signature Achievements
• Increased sales growth by 27% i.e. Rs. 5.0 Mn share of sales-value wise.
• Added 70 new shops in total sales activity, converted 4 fortnightly routes in to weekly routes, maximizing sales potential.
• Assisted ASM in supervision of 3 visits of foreign Regional Heads to local markets.
Member of Marketing Alumni
Active member of scout team