Area Sales Manager - Bhubaneswar, Odisha

Role Overview

The Area Sales Manager (ASM) serves as the primary managerial position overseeing distributor networks of varying magnitude and leading a team of customer executives employed by the company. The ASM's key duties include mentoring these executives to plan, implement, and manage joint business strategies while bolstering sustainable sales capabilities within their distributor base.

This role plays a crucial part in addressing market challenges, expanding business presence, and ensuring seamless operations across their designated territory, all while adhering to the authorized discount budget. The ASM collaborates with marketing, sales development, revenue management, and supply chain teams to establish effective go-to-market models, implement branding initiatives, and guarantee stock availability.

Key Responsibilities

• Achieve sales value targets in line with the planned goals
• Maintain trade spending within allocated budgets
• Execute go-to-market strategies effectively
• Meet selling key result areas including range selling, managing order cancellation rates, and attaining high outlet billing percentages
• Plan and track Annual Operating Plan (AOP) targets for customer executives consistent with unit objectives
• Implement strategies to grow category shares steadily
• Ensure clear communication throughout the field team and partners
• Manage discount structures and distributor margins prudently
• Oversee initiation and closure of distribution business channels and guide adherence to standard operating procedures
• Enhance market share by boosting net and weighted distribution
• Drive activation of brands through pack-wise and channel-wise initiatives to improve market presence
• Optimize asset productivity and support corporate/regional marketing campaigns
• Develop team expertise to stabilize channel partner relationships
• Interpret financial impacts of promotions, promoting rationalized and communicated adherence
• Continuously monitor competition for high intelligence gathering
• Assess team performance and provide developmental feedback to customer executives
• Acknowledge and reward customer executives through internal and external platforms
• Collaborate with Sales HR to implement core people processes within the team
• Lead frontline functional skill enhancement and create development action plans

Qualifications

• Understanding of FMCG sales dynamics
• Experience with distribution business models
• Proficiency in computer applications including Excel, Word, PowerPoint, and Outlook
• Fluency in local language and English
• Knowledge of Return on Investment (ROI) concepts

Skills and Competencies

• Strong negotiation capabilities
• Effective communication skills
• People leadership and management proficiency
• Excellent time management
• Critical thinking aptitude
• Analytical skills
• Problem-solving ability