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    Asm JD

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    ARNAV MEHTA
    The Area Sales Manager position is responsible for driving sales and meeting targets in assigned states through implementing trade promotions, ensuring stock availability, and expanding distributors. Key responsibilities include executing sales strategies to achieve monthly targets, launching new products, managing and growing relationships with distributors, and mentoring the Sales Officer team. The manager will be measured on metrics like target achievement, revenue from new products, outstanding payments, distribution expansion, and participation in promotional programs.

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    Asm JD

    Uploaded by

    ARNAV MEHTA
    4 views2 pages
    The Area Sales Manager position is responsible for driving sales and meeting targets in assigned states through implementing trade promotions, ensuring stock availability, and expanding distributors. Key responsibilities include executing sales strategies to achieve monthly targets, launching new products, managing and growing relationships with distributors, and mentoring the Sales Officer team. The manager will be measured on metrics like target achievement, revenue from new products, outstanding payments, distribution expansion, and participation in promotional programs.

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    ASM JD (1)

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    The Area Sales Manager position is responsible for driving sales and meeting targets in assigned states through implementing trade promotions, ensuring stock availability, and expanding distributors. Key responsibilities include executing sales strategies to achieve monthly targets, launching new products, managing and growing relationships with distributors, and mentoring the Sales Officer team. The manager will be measured on metrics like target achievement, revenue from new products, outstanding payments, distribution expansion, and participation in promotional programs.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    4 views2 pages

    Asm JD

    Uploaded by

    ARNAV MEHTA
    The Area Sales Manager position is responsible for driving sales and meeting targets in assigned states through implementing trade promotions, ensuring stock availability, and expanding distributors. Key responsibilities include executing sales strategies to achieve monthly targets, launching new products, managing and growing relationships with distributors, and mentoring the Sales Officer team. The manager will be measured on metrics like target achievement, revenue from new products, outstanding payments, distribution expansion, and participation in promotional programs.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 2

    Job Description

    Position Title: Area Sales Manager


    Department: Sales and Distribution Work Location: Delhi
    Grade: M1/M2 Travel Required: Yes(75%)

    Administrative: Regional Sales Manager


    Reporting to: Reported by: Sales Officer
    Functional: Regional Sales Manager

    Educational Qualification: MBA in Sales/ Marketing with 1st Division Throughout in Academics
    Experience: NA
    Any additional requirement:
    Purpose of the Position (Job Summary)

    The purpose of this position is to drive sales in the specific state / states to meet AOP targets by implementing trade promotions,
    ensuring stock availability, distributor expansion, etc.

    Key Roles and Responsibilities


    • Sales strategy: Execute sales strategies of allocated state/s to ensure month-on-month achievement
    of sales target (value and volume). The RSM is responsible for overall sales in his assigned territory.
    Financial
    • New product launches: Ensure revenue from sales of new products as per AOP target
    • Distributor expansion: Drive incremental revenue from distribution expansion
    • Distributor management: Build and maintain distributor relationships to grow regional sales
    • Marketing: Work closely with distributors to develop & execute annual plan for promotions, advertising
    campaigns and retailer meets; Coordinate with the Marketing team to ensure that distributors are fully
    aware of and support planned promotions
    • Merchandising: Provide merchandising assistance (i.e., through point of sale material, brochures, etc.)
    and advice to distributors in order to maximise sales
    • Distributor investments: Ensure distributors have appropriate investments to cater to market needs
    Customer (stock levels, credit, salesmen, etc.)
    Orientation • Complaints management: Resolve product issues (such as recurring faults) at distributor level,
    arranging credits, replacement stock as required and providing feedback to Brand Managers for
    recurring issues; Ensure timely settlement of distributor issues like pending schemes/ discounts/
    reversal of debit note, etc.
    • Distributor appointment: Scouting and appointing new distributors as per defined norms
    • Distributor onboarding: Ensuring distributor gets all relevant post appointment support
    • Distributor exclusivity: Ensuring adherence of exclusivity to Relaxo by designated exclusive
    distributors
    • Market expansion: Motivate & lead SOs to establish coverage, distribution and display objectives to
    meet Sales targets
    People Orientation • Targets: Cascade targets for team & provide necessary support such as coaching, feedback, training
    & development to meet targets
    • Mentorship and supervision: Mentoring, coaching and supervising the work of Sales Officer
    • Sales planning: Overseeing creation of monthly/ weekly/ daily distributor-wise, sub category-wise sales
    plan for the month
    • Collections: Track & minimize average outstanding at end of each month as a % of month's sales
    • Balanced billing: Improve sales billing phasing to reduce month end skew
    • Channel partner engagement: Drive distributor/ retailer engagement and scale up efforts to increase
    number of participating distributors/ retailers
    Internal Business
    • Market working plan adherence: Ensure adherence to market working plan for self & team. Report
    Process
    regularly to RSM.
    • Distributor quality tracking: Review quality of distribution by tracking the range of articles billed out of
    the identified focus articles and target fulfilment
    • Scheme success: Maximizing enrolment into trade schemes
    • Stock availability: Ensure improvement in article wise stock availability
    • Reviews: Conduct and attend timely reviews as per sales governance model
    Competencies

    Classification: Public
    Job Description
    Technical/ Functional Behavioral

    • Sales planning • Customer Focus


    • BTL implementation • Collaboration
    • Distributor management/ engagement • Adaptability
    • Product knowledge • Result orientation
    • Execution excellence

    Key Result Areas


    Quantitative Qualitative
    • % Target achievement on AOP for the Territory
    • % revenue contribution from NPDs
    • Average outstanding at end of each month as % of month's
    sales • Salesforce effectiveness
    • Incremental revenue from distribution expansion • Distributor coverage expansion
    • # of participating distributors/ retailers in promotions/ • On time target cascade for team
    engagement programs
    • % adherence to monthly market working plan (self & team)
    • % Improvement in forecast accuracy
    Key Stakeholder Management
    Internal External
    • Distributors
    • Production Planning & Logistics • Retailers
    • Sales Support

    Classification: Public

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