Job Summary :
This role is responsible and accountable for creating value through driving commercial responsibilities, Promotions, executing Marketing & Trade Marketing activities and also leading & developing a strong team in assigned area / territory.
This position will drive the company's / brands presence and growth in assigned area. Deep Commercial knowledge, ability to develop strategic relationships and lead a team of Territory Manager will be key to success in this role.
This role is responsible to deliver commercial targets in assigned area as determined by the country / Region financial plan and accountable for optimizing the return on investment across assigned territory.
As an Area Manager a large percentage of time will be interacting with the local commercial team, distributor team as well as key Customers within assigned territory in order to stay connected to all stakeholders.
Job Responsibilities :
Lead a team of Territory Manager and third party staff based in the assigned geography
Maximize sales, distribution, product visibility & display related objectives through leveraging planned resources & infrastructure
Build and maintain effective long-term relationships with distributors, customers, and key stakeholders
Manage A&P spend & trade schemes as per the budget, manage local area promotion budgets effectively to ensure optimum return on money spent
Monitor territory wise performance on a monthly / quarterly basis to ensure delivery of forecast and budget volume & value.
Develop channel wise approach based on channel potential and determine right investments and activities for each channel and monitor trade budget, its utilization and effectiveness
Develop comprehensive account plan for designated key accounts that included sales forecast, exclusivity or preferred partner tie-
ups, on-going customer support and up-sell opportunities
Supervise and analyze account activity through client tracking system that allows team to analyze ongoing customer revenue, SKU wise sales, frequency of billing & competitor activity
Manage new brand launches in assigned area and coordinate new brand training for the entire key accounts team, distributor's team
Coordinate trade marketing activities at key accounts for various brands to create preference for the portfolio with the help of Trade Marketing team
Ensure the availability of BF Brand portfolio in off & on premise
Drive initiatives to increase share of throat in the entire channel through consumption driving strategies.
Draw activity calendar for the channel to drive experience, visibility and share of throat initiatives and drive those initiatives to increase share of throat
Explore alternate channel opportunities of driving volumes.
Focus on other business processes, i.e volume / market share or visibility tie up with the customers, develop innovative visibility solutions, competition tracking.
Manage profitability of the brands (working on the brand contributions and cost cards)
Develop team members, identifying key areas of development for each direct report and supporting each person's development through feedback and coaching
Required Experience & Education :
Experience : Minimum 5 yrs. of experience in beverage / liquor / FMCG industry and 2 yrs. at managerial level leading people.
Knowledge, Skills & Abilities : Sales Management, Distribution Management, Business Communication, Negotiation Skills, Analytical skills, Coaching skills
Language- English & Kannada . Tamil will be an added advantage.
Computer skills- MS Office (Word / Excel / Power Point)
Preferred Experience & Education :
Experience : Management Graduate MBA / PGDBM-Marketing