Area Sales Manager
Coca Cola Icecek
Total years of experience :17 years, 2 Months
Preparing business/customer plan for the responsible areas and execute them within area dynamics to achieve volume and NSR (current GSR target 2.1 billion)
Preparing basic business indicators (yearly updated business targets (KPIs) ) parallel to company strategies, following actuals and budgeted differences, taking necessary actions
Providing the compliance of CCİ and Distributor strategies, prepare distributor business plan, develop and control distributors business processes in line with CCİ standards
Making sure to have action plans towards opportunities and threats by following market developments and other companies’ trends, inform and direct senior management accordingly
Managing yearly budget (marketing-commercial marketing, promotion, expense budget etc.) efficiently Monitoring monthly forecasts
Planning the training and development plan and performance evaluations of his/her team, (Onboarding, On Job Training and other training programs), leading the employee engagement processes for both CCI and distributor.
Managing distributor formation and change management
Monitoring the efficiency of business processes, ensuring sustainable development and extending the best practices
Managing Key Account Portfolio within business plan efficiently plan and supervise VPOs and other marketing activities along with trade marketing to engage shoppers
Plan local projects as per area need to improve sales and availability of NPDs (Newly launched products)
Ensure and inspect RED(Right Execution Daily) merchandising availability of brand / pack per channel as per picture of success and cooler placement to impact decision of shopper at outlet level to boost sales
Analyzing placement of Company Assets (Coolers/ Glass/ Shell) and ensuring
proper injection, utilization of company assets at outlets.
Making sure on time clearance of distributor and Key Accounts assigned credit (AR and glass consignments) along with monthly balance confirmation
Manage sales staff, assign duties, determine their requirements and oversee hiring of staff conduct annual personal improvement and development plan of team and help team to conduct same of their subordinates
Ensure EBIT target achievement of company and distributor along with assigned pack / brand mix Analyze & develop every distributor’s P&L statement along-with ROI analysis and guide the distributor regarding improvement prospects.
Quarterly review route to market of every distribution to improve efficiency and cost considering “zero” loss of sales volume
Supporting and recruiting distributor’s sales teams along-with improving their skill sets by working closely with Capability Development Team to inculcate awareness regarding Sales, warehousing & Accounts along-with follow-up sessions with DSF ‘’OJT’’ where required.
Maintaining an agreed SKU wise Finished Goods Inventory levels at distributor’s warehouse, Manage orders & build weekly order forecast. Besides this, manage Stock Orders, Inventory Management & Monthly order Planning.
Plan, develop & ensure that distributors’ working standards are as per guidelines provided in the Million, Premium, Classic & Non Club Distributors’ criteria
Regular follow up on the agreed initiatives in the plan including infrastructure, Quality of work and market investments.
1. Pursuing high potential accounts and opportunities through profitable agreements with customers and ensuring its compliance & sanctity.
2. Preparing joint promos/ activities in-order-to increase sales. Building strong relationships with key customers.
3. Ensuring timely release of committed marketing support/ exclusivity fee/ discounts/ joint funding in accordance with the agreements. Tracking all DME & ensuring that DME is in accordance with the allocation of company’s budget.
4. Ensure that all the credit key accounts including NKAs make payments to the company as per their trade terms and closely monitor the periodic AR reports and take timely appropriate action in line with company’s credit policy against delinquent accounts.
5. Ensure that territory finance team carryout reconciliation process on an ongoing basis with all credit customers including NKAs and LMT. Ensuring all contractual obligations are timely met in accordance with agreements.
6. Financial proposal/evaluation and processing of all key and preferred accounts. Frequently measure and monitor the performance of all key outlets & timely inform respective team in case of any abnormal change.
7. Provide on-going feedback to NKA HO after meeting with the local operator/ franchisee Provide assistance to NKA in fixing credit limit/ credit period and timely seek assistance from NKA in case of overdue recovery issue. Gather comparative information to monitor competitive activities at NKA outlets and inform NMT with counter suggestions/ activities.
8. Initiate & develop annual business plans as per the strategy & guidelines set and agreed with management and sales team; follow-up on implementation; and report back progress & any recommendations to change or amend.
9. Play leading role in steering Key Account Management in coordination with respective distributor’s management; with aim to continuously improve share of shelf vs. competitors and to amplify impact of product visibility on consumers. Company products being Impulse products - it becomes imperative to place company products on checkouts, in category, and occasionally in selective out of category
1. Plan, organize and evaluate the operations of Sales department.
2. Develop and implement market strategies.
3. Manage sales staff, assign duties, determine their requirements and oversee hiring of staff.
4. Meet customers and resolve their complaints.
5. Marketing brands through different promotional activities.
6. Managing & Controlling Advertisement Activities.
7. Supervising product/package availability in the assigned territory on regular basis.
8. Forecasting products requirement of dealers through regular market visits and develop
contact with current and new dealers to achieve sales targets.
9. Study market research and trends to determine consumer demand, potential sales volume
and effect of competitors operations on sales.
10. Providing market information to Regional Sales Manager on market share, availability
of package and brands, market position (own and competitors).
11. Analyzing placement of Company Assets (Coolers/ Glass/ Shell) and ensuring
proper injection, utilization of company assets at outlets.
12. Supervising recovery of Glass and liquid credits from market (Distributors/ Trade).
13. Supervising maintenance of route books on daily basis in order to monitor frequency
and efficiency of supply.
14. Prepare annual Business plan and follow up on its implementation with sales supervisors
and distributors
1. Pursuing high potential accounts and opportunities through profitable agreements with customers and ensuring its compliance & sanctity.
2. Preparing joint promos/ activities in order to increase sales. Building strong relationships with customers.
3. Ensuring timely release of committed marketing support/ exclusivity fee/ discounts/ joint funding in accordance with the agreements. Tracking all DME & ensuring that DME is in accordance with the allocation of company’s budget.
4. Ensure that all the credit key accounts including NKAs make payments to the company as per their trade terms and closely monitor the periodic AR reports and take timely appropriate action in line with company’s credit policy against delinquent accounts.
5. Ensure that territory finance team carryout reconciliation process on an ongoing basis with all credit customers including NKAs. Ensuring all contractual obligations are timely met in accordance with NKA agreements.
6. Financial making/evaluation and processing of all key and preferred accounts. Frequently measure and monitor the performance of all key outlets & timely inform respective team in case of any abnormal change.
7. Provide on-going feedback to NKA after meeting with the local operator/ franchisee Provide assistance to NKA in fixing credit limit/ credit period and timely seek assistance from NKA in case of overdue recovery issue. Gather comparative information to monitor competitive activities at NKA outlets and inform NKA Team with counter suggestions/ activities
8. Looking after post mix operation at territory level. Maintain stock levels of BIB, paper cups and CO2 cylinders
1. Market development and retention.
2. Assess characteristics of beverage products to be promoted and advise product promotional strategies.
3. Supervising product/package availability in the assigned territory on regular basis.
4. Supervise and lead the team of sales and marketing activities.
5. Forecasting products requirement of dealers through regular market visits and develop contacts with current and new dealers to achieve sales targets.
6. Conduct market research to determine the effectiveness of managerial policies and programs.
7. Ensure and execute placement of Company Assets (Coolers/ Glass/ Shell) and ensuring proper injection, utilization of company assets at outlets.
8. Recover of Glass and liquid credits from market (Distributors/ Trade).
9. Ensure proper availability of Newly launched product like Kinley, 3G, Splash, Pulpy (NPD).
10. Merchandize Coolers.
11. Random visit of 20 Outlets to ensure proper execution of sales operation.
12. Complaints Handling.
13. Monitor Presell
14. Assign duties to spare pre-sellers