Area Sales Manager
Philip Morris International
Total des années d'expérience :12 years, 0 Mois
• Responsible for meeting the primary and secondary sales target for Philip Morris in Bhalwal Region.
• Managing 2 Distributors in the area.
Develop and implement a trade coverage plan for the area
• Ensure that objectives in terms of availability, visibility, volume and customer price of products are achieved for the area
• Develop and implement an area operational plan in line with the regional operational plan
• Coordinate implementation of brand and trade programs in the area, quickly reacting against competitive threats if necessary
• Ensure that internal control procedures are followed to ensure a smooth and transparent Trade Marketing Development (TMD) operation and implementation of trade programs in the area
• Exploit gap analysis and improve own areas of development
• Consolidate and analyze sales data to explore business opportunities.
• Update all relevant market data and information including retail dynamics, ECD and competitor intelligence to improve Company's understanding of trade to develop appropriate strategies and plans.
• Achieve primary and secondary sales targets, with effective execution of trade strategies.
• Develop distributor’s development and value addition plans.
• Ensure compliance of distributor with PMPKL requirements (Cost Plus) and work load management.
• Develop DSR’s & Distributors through On the Job Coaching by Work with Process to ensure ICM implementation.
• Training, Coaching and Motivating Distributor Field Force to effectively execute company's strategies in the market.
To act as the base line execution arm of PMI for all Consumer Engagement activities on agreed standards & according to specific brand in the region
Ensure implementation for all Consumer Engagement activities by coordinating between agencies and field sales force.
Keep close relations with the contracted promoter and activation agencies.
Recruit Brand Ambassador and provide classroom training and OTJ coaching.
Develop a network of retail/LAMP partners that can help support PMI brand building.
Ensure quality of visibility at touch points.
Propose and recommend continuous improvements to the infrastructure and liaise with CE specialists to develop solutions that can improve visibility
Organize company and brand events and is responsible of consumer engagement activities.
Take notice of upcoming events in the region where CE activities can be executed.
Timely update the line manager on the feedback of ongoing activities through daily activity report and ensure data integrity.
Managed project test run, Conducted account opening for franchises /retailers and compliance activity
Conducting training for Indirect Sales, Franchise and on job retailer training programs/engagement sessions
Selection and training of Franchise exclusive Distribution Officers to increase revenue/operational efficiency
Designed and conducting training programs for MFS BDO and assigning targets / monitoring performance
Resolving the compliance issues and handling sales operations. Monitoring daily issuance and retail float
Resolving complaints and tracking fraudulent transactions/settlements by coordinating with Waseela bank
Preparing market intelligence reports, Management of Regional Mobicash POS and Waseela stock management
Designing regional domestic remittance promotions for the retail channel
Supervised total platform swap of MFS in Apr-14 of channel on regional level by conducting trainings sessions
Measuring post results and ensuring agent numeric distribution alignment with the retailer selection criteria
Execution and monitoring quarterly retail visibility drives. Vendor feedback and selection for new drives
Developed control mechanism for credit issuance for the region and M-Wallet creation from tha Channel
Currently managing test-run of liquidity management process for retailers in collaboration with MCB bank
Managing franchise floats as per requirement of provided credit facility and maintaining excess floats if required
Working on a project of creation of MFS-BDO salary accounts with Waseela Bank for their salary disbursements
Supervised & trained BTL training partners(Bulls eye communication) for compliance training of retailer channel
Inducted newly on-boarded SDS team with the MFS platform in a training session
Market Intelligence on Competition Activities
M-Wallet Creation through Franchise Channel
Coordinating between the customer and production department & to facilitate customer about his queries regarding product, pricing, packaging etc.
Keeping an eye on dispatches and making sure that the orders are timely executed
Sending the production status on daily basis to the customers
Maintaining Payments & In-voices records and reception
Issuing the sales contracts to the customers after the completion of legal requirements
Costing and Pricing
Preparing reports according to the demand of Customer and management