Area Sales Manager - FMCG/Pharma/Healthcare (6-9 yrs) Telangana (Channel Sales)
Nastech Consulting
23h ago
source :


1. Deliver topline sales number for the Area / State

  • To plan and achieve the sales targets.
  • To plan and achieve the distribution targets
  • Ensure control on Damage, Returns and Expiry in line with norms
  • 2. 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 are regularly working with the ISR & visiting PT distributors
  • Formulate & execute the secondary sales plan Area wise, TSE wise, Brand wise, SKU wise
  • Conduct JCM 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 atleast 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 code of conduct

  • Adherence to SOP
  • Conformation to all financial and administration systems
  • To 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 to 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 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 atleast 1 TSE for higher responsibility in the long.
  • To identify talent in market (attract talent / prelim interviews for recruitment)
  • 8. Localised Trade Marketing Initiatives

  • To develop 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
  • Experience :

    1. Graduate 6 - 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience

    3. Interpersonal skills

    4. IT computer skill, MS office

    Responsible for Area : Telangana and Up Country

    Turnover : 1 to 1.2 cr per month

    Team Size - 3 on roll and 30+ indirect reportees

    Knowing Telugu language is mandatory

    CTC fixed - 14 to 16 Lacs per month

    Experience : (6-8)Yr.

    Annual Salary : 14,00,000 - 16,00,000 INR

    ref :

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