Area Sales Manager | Abbott – ANI Nutrition | Mumbai

Job Description

Key Job Responsibilities

Deliver topline sales number for the Area/State

• To plan and achieve sales targets.
• To plan and achieve the distribution targets
• Ensure control of Damage, Returns, and Expiry in line with norms

Area & Business Planning (in line with S&D norms)

• Ensuring quality of market coverage through TSE and distribution network
• Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco, and Relative Distribution Targets)
• Monitor implementation of Distribution plan across distributor territories
• Monitor brand availability, visibility & freshness (Stock rotation)
• Drive NPI in line with CM plan across TT, PT, and SS network
• Ensure that the TSE is regularly working with the ISR & visiting PT distributors
• Formulate & execute the secondary sales plan – Area wise, TSE-wise, Brand wise, SKU wise
• Conduct JCM’s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year
• Work closely with the Ethical teams (RM & ABM in the area)
• Work at least 2 days with the MT KDE every month

3.   Ensure Financial management by way of:

• Implementing credit policy and credit controls
• Timely claims settlement
• Risk-free realization from the customer (distributor, institutions & cooperatives)
• Timely ROI calculation and communication for distributors

4.   Distributor & Infrastructure Development and Management

• Educate and train the TT and PT distributors on ANI systems & processes
• Ensure optimal stocking levels and high billing efficiency for all distributors
• Ensure distributor compliance to agreed service levels & credit terms
• Review distributor financial health (pipeline and outstanding)
• Ensure that the claims of the distributor are settled by ANI within specified time limits

5.    Code of conduct and compliance to stat / regulatory norms

• Adherence to the code of conduct
• Adherence to SOP
• Conformation to all financial and administration systems

• Ensure that Trade Marketing activities are carried out as per norms laid down.

• Analyze the market situation and ensure accurate sales forecasting in line with ANI norms
• Compliance with statutory and regulatory norms
• Handle Legal Issues, PFA issues, packaging defects, etc

6.   Administration Responsibilities

• Provide administrative support to the Regional Sales Office through timely and accurate reporting
• Monitor competitor activity and ensure timely reporting of the same
• Ensure timely submission of claims for the area

7. People Management

• To motivate, train & develop TSE for the achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.

• Facilitate and support training for the field force. Active role in developing their Skills.
• To identify good talent and develop at least 1 TSE for higher responsibility in the long.
• To identify talent in the market (attract talent /prelim interviews for recruitment)

8.   Localised Trade Marketing Initiatives

• To develop a new business plan in order to increase volume/value sales.
• Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
• Implement regional plans developed by the Customer Marketing Team
• Support & Provide feedback on marketing plans for the area

Key Behavioral Competencies Required :

• Leadership
• Interpersonal and team-building skills
• Communication skills
• Analytical skills
• Negotiation skills and influencing ability
• The high degree of initiative and enthusiasm
• Mobility, Adaptability
• Achievement orientation
• Planning and organizing ability

Qualification & Experience:

Graduate 6 – 8 years experience at area level in an FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT – computer skill, MS office

Technical Knowledge / Skills Required:

• Knowledge of Sales systems and processes
• Knowledge of market dynamics, demographics of the area
• Knowledge of various statistical techniques, operating packages
• Financial & Marketing management
• Logistics & supply chain management
• Understanding of basic science and product knowledge
• Networking and orientation towards customer (retailers/associations) management.
• People management
• Computer skills – MS Office