Position Name: Area Sales Manager

Reporting to: Regional Sales Manager/ Zonal Sales Manager

Objective of the Job: Leading a team to achieve sales target for the region by effectively partnering with customers (channel partners and end customers). To continuously strive to achieve sales growth and enhance brand equity in the region by implementing Marketing and Sales Strategy.

Area of responsibility:

1. Sales Management
   * To provide inputs to Zonal Manager / Country Head for devising annual sales & marketing strategy and for deciding sales targets.
   * To define and ensure achievement of a month-wise plan for each Segment, Product and Region to achieve sales target.
2. Marketing Implementation
   * To plan and organize B2B exhibition of products along with Marketing team.
   * To provide support to Main Distributors / Sub-Distributors when they participate in local exhibitions; provide marketing material and expert support (if required).
   * To plan and conduct workshops for educating end customers and channel partners on products, application of products, quality standards followed by the company; create awareness on adulteration of products prevailing in the market and how they can identify such products. Ultimately, enhancing brand equity of the company.
   * To conduct lectures, workshops, audio-visual shows, culinary shows etc. in catering colleges and food technology institutes as a part of branding exercise.
3. Relationship Management
   * Key Customers:
   · To identify key customers for the region and ensure that all of them are covered during each visiting cycle either by self or by the team.
    · To partner with Customers by resolving their problems / challenges w.r.t. sales & marketing of Products,
    · To assess and manage performance of key customers.
   * Channel Partners:
   · To ensure that major distributors, sub-distributors, wholesalers are covered by the team during every visiting cycle in order to give them personalized attention.
    · To develop a strong work relationship with clients by providing them adequate support for sales and marketing activities.
   * End Customers: To spread awareness among customers w.r.t. launch of new products / new applications through channels like email, SMS, workshops etc.
   *New Customer Acquisition:
   · To use networking skills to tap new markets or new customers within the existing markets.
    · To identify, assess and recommend new channel partners to CH / Director. Execute formalities for appointment of new channel partners.
4. Market Intelligence / Competition knowledge
   * To analyze reports to understand trends w.r.t. each segment, product, region and competition. Provide inputs to CH / ZM based on analysis for strategy planning.
   * To study the product and pricing strategies adopted by the competitors for each product segment and provide inputs to the Zonal Head / Country Head for the same.
   * To use work relationships and networking skills to get information from end customers, traders, retailers, sub-distributors and main distributors on competitor’s products , pricing etc.
5. Process Implementation & Adherence
   * To monitor stock levels at Customer end and coordinate with dispatch team to ensure that products are supplied to them within the promised timelines.
   * To ensure timely receipt of advance payments from the customers for self as well as the team.
   * To ensure timely submission of stock & Sales report and Secondary Sales report by the team to Sales Admin Team.
   * To ensure that the sales and marketing expenditure stays within the budget for the team.
6. Team Management
   * To conduct knowledge sharing sessions within the team to share information on customers, market trends, competitor strategy, common challenges faced and ways to overcome them.
   * To identify and groom potential successors / high performers in the team.

Qualification and Work experience:

• PG specializing in Marketing and Sales from a reputed institute.
• Candidates with qualification in Food Technology will be preferred.
• 6 + years of exp in Sales for Food / FMCG industry.
•  Atleast 2 years of experience in handling distributors single-handedly, team management.