Area Sales Manager
NESTLE
Total years of experience :5 years, 5 Months
Developing and identifying key potential sales targets in order to maintain alignment with the Nestle growth strategy.
• Sell and promote services to key accounts in both private (General Trade, Key Accounts, Restaurants) and institutional sectors (Schools) to achieve agreed sales target.
• Prepare monthly reports on competitors’ strategies (product, service and sales), market dynamics, regulations etc. to evaluate opportunities.
• Develop and maintain relationships with clients (Sub Distributors) through regular field visits, providing information, guidance, and research and periodically determine competitors’ strategies to maximize our market share.
• Support collection of due payments from the sub distributor customers with BDO (Business Development Officer) as per their specific credit term to obtain the receivables in accordance with the company policy.
• Planning & preparation of Integrated Commercial Plan (ICP) for my area and then its achievement and measurement on monthly basis.
• Devising all trade marketing activities of my area while being in the given budget.
• Developing the Pre and Post analysis of activities, conducted in my area.
• Managing reports regarding, S.O.M, brands trend, competitor’s activities.
• Develop and train my area sales team and DSF though OJT & off the Job trainings.
• Developing a strong PR with key accounts, Merchandising & outdoor activities & distributor’s claim preparation & settlement.
• Responsible for Distribution Handling, Monthly, Quarterly and Annual value targets of Zone.
• Custodian and responsible for Local Modern Trade, General Trade, Chiller GT and whole sale.
• Looking after 5 sub distributor towns.
• Follow up the Distributors to place orders identifying inventory level if products and monthly targets for quick dispatches, targets accomplishment and avoid OOS situation.
• Managing a team of 18 DSF, 12 DM and 5 merchandisers.
• Responsible to maintain and increase Numeric Distribution on SKU level.
• Just One More and More Award for tang launch and execution. Ensured best displays in hot zone, primary and secondary category.
• Improved KPI’s of the zone. i.e. Line strike and productivity.
• Conducted trainings for the field sales team.
• Designed route mapping and then revisited the plan with additional shops after every 2 months.
• Implemented MSL (minimum stock list) exercise throughout the zone.
• Took initiatives of making Mondelez, A Great Place to Work.
• Conducted monthly review meetings with my team and evaluated their performance on daily bases.
• Responsible for demand planning, Forecasting and distribution handling, Monthly, Quarterly and Annual value targets of Area.
• Custodian and responsible for local modern trade in Area.
• Custodian of Perfect Grocery Program & GSP Lite program in the assigned territory.
• Key responsibilities include 100% service level to customers, development, forecasting and execution of territory sales plans.
• Management of distribution network which include Sales, Productivity, SKU per call, New Launches, Trade Activations, Claims, Warehouse Coverage, Human Resource, Market Visits and Relationship Building.
• Responsible for channel wise sales growth.
• Training & Development of sales team.
• Ensure the right execution of TOTs as per company guidelines and product availability and visibility in trade.
• Engage customer by developing PR with trade.
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