Area Sales Manager - CBG Modern Trade - North

Sales And Merchandising Manager

Implement, supervise & execute Programs, Demand generation activities, Visibility & Merchandising plans for the territory & achieve Sell in & Sell out objective. Candidates having strong interpersonal skills along with analytical ability and proven execution capabilities and can work and excel with constraints. This role demands experience of working with teams.

Key Deliverables of the Role:

1. Sales

POS ach. as per targets

Grow above Macro; drive store level shares; grow faster than category

Achieve MT / product level market share objectives

2. Opportunity Identification

Opportunity Identification by Store, Chain, Area: SKU, Product, Share of Shelf, Planogram, Sales Call, Merchandising in store, team efficiency

Plug Gaps systemically with KAM's on Product- availability/linking of key articles, ARS streamlining

SKU/Chain/Store opportunity identification through POS Data analysis

Asset effectiveness- Pre vs Post analysis-sample stores-for actions/learnings to replicate

3. Planning

Planning: Execution of elements- Planning of SOG elements to executed to drive growth/objectives

Planning: Store Growth Plans (Top Stores)

Monthly store wise target & focus sku (Sources of Growth) planning

Monthly execution element planning to achieve the POS targets

Plan Account led initiatives in the area to lead & drive growth at region/area / store level

Prepares PJP for the Quarter & ensures roll out monthly

4. Operations: Execution

Daily POS verification & action plan by store (tracked stores) for the day

Regional team of Chain: Monthly connect: to drive month's / quarters execution plan and review them periodically

Top Stores- Monthly connect to achieve the execution & POS objectives

Instore visibility plans for the month to aligned with store/region to be executed

Drive execution elements & POS in direct non-covered stores: through Regional/Store teams

Ensure fair share of shelf for 3M range is achieved in their area/store/chain

Ensure TOT assets are executed by Stores / Chains

Audit the execution plan of the team and take corrective actions

4. Market Intelligence/Shopper Behavior

Store vs Cat Vs 3M performance in the region / area

Shopper buying behavior / preferences in the region/area / store & by chain

Monthly programs or SOG (sources of growth): what's working / what's not? And suggestions to improve performance

5. Training

Frontline/Supervisors/OE or SPOC- training on issues handling/ capability building to make them work efficiently as per expected behavioral traits

Products/category- training on expected store executions- elements/priorities/Sharing on learnings from analysis

Review Manpower efficiency, store execution (elements- quality/qty)- share improvement suggestion to frontline-get executed

Desired Qualification /Experience:

• Sound knowledge of sales and sales administration processes
• MBA with 4 -7 Yrs of MT experience.
• Rajasthan / Punjab experience will be preferred.
• Age 27 - 32 Yrs.
• Management Graduate, Graduate or Post-Graduate from any discipline
• Communication and Basic Data Skills.