Area Sales Manager
Western international LLC
Total years of experience :6 years, 10 Months
CORE COMPETENCIES
•Strategy Planning & Management
•Establishing short / long term goals in tune with the corporate strategies for achieving business targets.
•Business planning, forecasting and analysis for assessment of revenue potential in business opportunities.
•Analyzing & reviewing the market response/ requirements and communicating the same to the sales teams for accomplishment of the business goals.
•Sales & Marketing / Business Development
•Overseeing the sales & marketing operations thereby achieving increased sales growth.
•Utilizing and capitalizing technology and data to derive growths
•Identifying streams for revenue growth & developing marketing plans to build consumer preference.
•Conducting competitor analysis by keeping abreast of market trends & achieving market share across the upcountry & rural market.
•Key Account Management
•Developing relationships with key decision-makers in major retails and to ensure growths.
•Managing and ensuring the viability and dominance in outlets to capitalize the competitive advantage.
•Managing activities pertaining to finalization of deals for smooth execution of sales & order processing.
•Channel Management
•Identifying and networking with financially strong and reliable dealers / distributors resulting in deeper market penetration and improved market share.
•Developing and appointing dealers & distributors to expand product reach in the market and coordinating to assist them in promoting the product.
•Responsible for ensuring proper distribution and utilization of budgets in the assigned territory and to drive business as per organizational goals.
Team Management
•Leading, mentoring, training & monitoring the performance of team members to ensure efficiency in process operations and meeting of individual & group targets.
•Creating and sustaining a dynamic environment that fosters development opportunities and motivates high performance amongst team members.
for north kerala
Key Responsibilities
Key Responsibilities
Responsible for executing channel strategies and drive business growth for both MM and SPT channels
Meet distribution & effective coverage plans through self, FSA & RDS Team.
Drive category growth through activations and range contribution at both the channels
Achieve DBA & Destination store targets to ensure excellence in visibility.
Adhere to sales operating procedures
Ensure customer engagement and development at all levels for both the channels.
Develop & Coach field sales associates
Provide timely and accurate required MIS and set up sales automation.
Effective and efficient utilization of trade spends and manpower budget.
Category Development by Platform Shift & Prescription follow up
Maintain hygiene in market through self and FSAs
Responsibility for Financial & Trade Sales targets fulfilment for all Distributors, towns & Specified geography.
Set up a business and personnel relationship with distributors in order to ensure the long-term success of Red Bull strategies. Implement & Align the sales fundamentals (Distribution, Prices, Placements, POSM, Promotions, etc.) with distributor & customer. Measure these fundamentals and adapt them to maximise growth potential.
The DPM is responsible for Distributor Claims, Inventory management, Warehouse hygiene, Automation, Reporting any development at the distributor end related to the category.
Recruitment, Training & Development of frontline field force (3rd Party, Distributors) in his area. Develop, propose, execute & review incentivisation program for the on key deliverables.
Plan & Execute key marketing aligned activations for the specified geography, Customer in line with set company objective. Align with Field marketing team on Sales drives, Event sales and activations across channels
Ensure all relevant outlets within a specific geography are serviced, merchandised by distributors each month as per agreed sales plan across channels. Develop, Implement coverage optimisation plan as per the company guidelines. Ensure right pricing across store formats and channel.
Execute planned Programs, Promotional & merchandise across customers across channels in the specified geography by guiding and motivating the frontline team across Distributors. Drive incentive programs.
Continuously develop and review guidelines to track & measure objectives on distribution, shelving, merchandising, and pricing in each outlet, city and area in total.
Manage Distributor inventory to prevent loss of sale on account of non-availability of stocks by effectively and efficiently working with Distributor, Ware house & regional logistic team as per company specified standards
Maintain hygiene at the Distributor warehouse as per regulatory and company specified norms. Timely submission of distributor claims along with proper company approved supporting. Resolving Distributor queries if any by co-ordinating with regional finance.
Drive alternate channel objective for the geography by getting the distributor and frontline team aligned to the channel requirements.
Maintain relationship with to accounts across channels eg: Perfect Store, Bull Bars, Contracted accounts and Wholesale to help drive business objectives
Key Deliverables
•Responsible for managing of channel partners like distributors
•Ensuring prompt and highly systematic service to retailers across the assigned territory.
•Ensuring high visibility and merchandising in retail outlets.
•Installation and Re-Deployment of Equipments in the Accounts subjected to volumes and other related factors as may be considered.
•Taking care of High Volume Accounts
•People management-Handholding, training, motivating and controlling team of Interim Sales Representatives, Sales men and Distributors.
•Appoint new or replace channel partners (Distributors) in the locations where it required