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Senior Area Sales Manager

2.00 to 3.00 Years   Mumbai City   18 Jul, 2020
Abbott Healthcare
Job LocationMumbai City
EducationNot Mentioned
SalaryNot Disclosed
IndustryRetail
Functional AreaGeneral / Other Software
EmploymentTypeFull-time

Job Description

KEY RESPONSIBILITIES:1. Deliver topline sales number for the Area/State

  • To plan and achieve the sales targets.
  • To plan and achieve the distribution targets
  • Ensure control on Damage, Returns and Expiry in line with norms
Area & Business Planning (in line with S&D norms)
  • Ensuring quality of market coverage through TSE and distribution network
  • Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets)
  • Monitor implementation of Distribution plan across distributor territories
  • Monitor brand availability, visibility & freshness (Stock rotation)
  • Drive NPI in line with CM plan across TT, PT and SS network
  • Ensure that the TSE are regularly working with the ISR & visiting PT distributors
  • Formulate & execute the secondary sales plan Area wise , TSE wise, Brand wise , SKU wise
  • Conduct JCM s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year
  • Work closely with the Ethical teams (RM & ABM in the area)
  • Work atleast 2 days with the MT KDE every month
3. Ensure Financial management by way of:
  • Implementing credit policy and credit controls
  • Timely claims settlement
  • Risk-free realization from the customer (distributor, institutions & cooperatives)
  • Timely ROI calculation and communication for distributors
4. Distributor & Infrastructure Development and Management
  • Educate and train the TT and PT distributors on ANI systems & processes
  • Ensure optimal stocking levels and high billing efficiency for all distributors
  • Ensure distributor compliance to agreed service levels & credit terms
  • Review distributor financial health (pipeline and outstanding)
  • Ensure that the claims of the distributor are settled by ANI within specified time limits
5. Code of conduct and compliance to stat / regulatory norms
  • Adherence to code of conduct
  • Adherence to SOP
  • Conformation to all financial and administration systems
  • To ensure that Trade Marketing activities are carried out as per norms laid down.
  • Analyze the market situation and ensure accurate sales forecasting in line with ANI norms
  • Compliance to statutory and regulatory norms
  • Handle Legal Issues, PFA issues, packaging defects etc
6. Administration Responsibilities
  • Provide administrative support to the Regional Sales Office through timely and accurate reporting
  • Monitor competitor activity and ensure timely reporting of the same
  • Ensure timely submission of claims for the area
People Management
  • To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.
  • Facilitate and support training for the field force. Active role in developing their Skills.
  • To identify good talent and develop atleast 1 TSE for higher responsibility in the long.
  • To identify talent in market (attract talent /prelim interviews for recruitment)
8. Localised Trade Marketing Initiatives
  • To develop new business plan in order to increase volume/value sales.
  • Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
  • Implement regional plans developed by the Customer Marketing Team
  • Support & Provide feedback on marketing plans for the area
Key Behavioral Competencies Required :
  • Leadership
  • Interpersonal and team building skills
  • Communication skills
  • Analytical skills
  • Negotiation skills and influencing ability
  • High degree of initiative and enthusiasm
  • Mobility, Adaptability
  • Achievement orientation
  • Planning and organizing ability
Experience:Graduate 6 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT computer skill, MS officeTechnical Knowledge / Skills Required:
  • Knowledge of Sales systems and processes
  • Knowledge of market dynamics, demographics of the area
  • Knowledge of various statistical techniques, operating packages
  • Financial & Marketing management
  • Logistics & supply chain management
  • Understanding of basic science and product knowledge
  • Networking and orientation towards customer (retailers/associations) management.
  • People management
  • Computer skills MS Office
,

Keyskills :
salesmarketingbusiness developmentretailreportingcode of conductsales plansupply chainnew businesslegal issuesteam buildingcredit policyregional sales

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