Area Sales Manager - FMCG (3-8 yrs) Maharashtra/Kolhapur (Channel Sales)
ACH Management Consultants
Kolhapur, India
2d ago
source :

1. Sales planning and Execution :

  • Firm up sales plans for the month / quarter / annum with RSM
  • Ensuring right forecasting, volume / Value build up for the monthly numbers and clarity on Trade / marketing inputs
  • Communicating and aligning the plans with the Sales Team
  • Tracking and Monitoring of Sales plans on Daily / weekly basis
  • Monitoring Promo effectiveness on the SKU / brand (both Consumer / Trade Promo)
  • Identifying issues and opportunities at Brand / Category level looking at internal and external trends.
  • 2. Building Distributor Infrastructure :

  • Closely monitoring Distributor infrastructure and its effectiveness
  • Proactively building infrastructure blueprint in line with sales growths and coverage objectives.
  • Identifying gaps in terms of investment,
  • infrastructure and work out corrective actions.

  • Aligning large Distributors with JBP (Joint Business Plan) on all important business objectives for the City / Channel.
  • 3. I8

  • Continuous focus on increasing availability of our Products
  • Increasing Direct Coverage with right benchmarks
  • Increasing Numerical Distribution by leveraging Channels
  • Driving sales efficiency metrics- ECO, TLS, Bills cut,LPB etc
  • Understanding the new emerging trends in FMCG distributive Trade.
  • Implementing Channel programmes and Visibility drives
  • Monitoring all key brand Activities of the month / quarter at the POP
  • DSR effectiveness in terms of key activities / programmes
  • Continuous focus on width and depth of our Brands as per the Channel spread
  • Distributor :
  • a) Providing Excellent service to the trade : PDP, Line


    b) To manage his investments - Stock, Credit and Claims management as per agreed norms.

    c) Quarterly ROI study and take corrective actions.

    d) Building and developing AW / Distributor Crew.

    e) Building relationship for a long term partnership.

  • Trade :
  • a) Provides best in class service thro our AW / Distributor

    b) Damage / Expiry stock management

    c) Claim settlements as per the norms

    5. Building and Developing Team

  • People planning as per span and channel specifications
  • Providing right directions on execution, sales and process orientation
  • Regular Sales performance review and feedback
  • Identifying skill / competency gaps and working out Development Action Plans
  • ref :

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