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Job Description

 
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    Position Title: Area Sales Manager

    Department: Sales Work Location:

    Grade: M1/M2

    Travel Required: Yes

    Reporting to: Administrative: Regional Manager (RM) Reported by: Sales Officer / Sales Representative (SO / SR)

    Functional: Regional Sales Manager (RSM)

    Educational Qualification: Graduate ( MBA Preferred)

    Experience: 5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.

    Any additional requirement:

    Purpose of the Position (Job Summary)

    - To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growth

    Key Roles and Responsibilities

    Financial - Sales planning: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager)

    - Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan

    - Collections: Ensure timely clearance of outstanding payments from distributors

    Customer Orientation - Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs

    - Product feedback: Collecting and synthesizing feedback on Aqualite's product portfolio in the context of competitor products and providing appropriate recommendations

    - Secondary feedback: Capturing feedback of retailers on secondary scheme, NPD and distribution

    - Distributor appointment: Scouting and appointing new distributors as per defined norms

    - Distributor onboarding: Ensuring distributor gets all relevant post appointment support

    - Distributor account management: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits

    - Complaints management: Resolving complaints of channel partners inc. issues related to returns

    People Orientation - Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer

    - Mentorship and supervision: Mentoring, coaching and supervising company SOs

    - Evaluation: Evaluating SO performance and creating customised action plan for each SO-

    Internal Business Process - Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories

    - Coverage improvement: Based on market visits, highlighting gaps in market and developing an action plan with SO.

    - Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising

    - Orders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team

    - Journey plan: Compiling market working reports from SOs and sharing then with the admin team

    - Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition

    - Competitor schemes: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors

    - Distributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio

    - MIS reports: Preparing MIS reports for target vs actual sales and other objectives

    - Reviews: Timely review of monthly/quarterly performance with RSMs, SOs and distributors

    - Sales forecasting: Providing sales forecast support to RSM

    - Other strategic interventions: Focus on implementation of company's strategic objectives for assigned sales area

    Competencies

    Technical/Functional Behavioral

    - Business Acumen

    - Selling skills

    - Market Knowledge

    - Analytical skills - Customer Focus

    - Collaboration

    - Adaptability

    - Result Orientation

    - Negotiation skills

    Key Result Areas :

    Quantitative/Qualitative :

    - Sales Volume/Value Achievement

    - % Revenue Contribution from NPDs

    - Rs. Cr business from new Distr-Div. vs. target

    - PJP adherence

    - Average outstanding at end of each month as % of month's sales - Improve Adherence to Key Sales Processes.

    - Coaching and mentoring provided to SOs

    - Competitor Analysis

    - Customer Service improvement

    Key Stakeholder Management

    Internal External

    - RSM

    - Marketing Team

    - Corporate Communication & NPD Team

    - Production Planning & Logistics Team

    - Distribution and Sales Support Team

    - Distributors

    - Retailers

Salary: Not Disclosed by Recruiter

Industry: IT-Software, Software Services

Functional Area: Sales , Retail , Business Development

Role Category:Retail Sales

Role:Area Sales Manager

Employment Type: Permanent Job, Full Time

Keyskills

Education-

UG: Any Graduate - Any Specialization

PG:Any Postgraduate - Any Specialization

Doctorate:Doctorate Not Required

Company Profile:

Aqualite Footwear Private Limited

The Aqualite Group was founded in 1981 by Mr. D.K. Gupta, who
envisioned a world-class footwear manufacturing company that
would provide the average Indian with a range of footwear that was
both high-quality as well as comfortable and at very affordable prices too.
Not only that, he further believed that it was possible to
make low-priced footwear that would also be trendy, contemporary and
allow the wearer make a style-statement.
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