Area Sales Manager

  • Company:
    Relaxo Footwears Ltd
  • Location:
  • Salary:
    negotiable / month
  • Job type:
  • Posted:
    1 month ago
  • Category:
    Apparel/Garments | Manufacturing/Industrial

Skill: distributor appointment , retail sales , sales , sales officer , negotiation , product portfolio , outlet , distributors , sales volume , market , selling , sales targets , competitive analysis , regional manager , distributor management; Exp: 5-10 years; 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 Relaxos 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 companys 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 PERCENT Revenue Contribution from NPDs Rs. Cr business from new Distr-Div. vs. target PJP adherence Average outstanding at end of each month as PERCENT 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

Channel Sales

Degree: MBA/ PGDM

Experience: 5-10

Function: Sales / Business Development