Area Sales Manager

Planning Role:

• Set, monitor and deliver key business and S&D objectives at period, quarter and Annual levels
• Develop the markets by using a judicious mix of tools available to drive Physical and Mental availability
• Deploy and/or create person neutral systems, processes and Ways of Working which lead to a fundamentally solid Sales Engine in his/her specific geography.
• Influence Key stakeholders such as LM, Trade Marketing, sales development and Marketing to align and garner necessary support to meet growth ambitions in the mid to long term
• Maximize throughputs of trade spends (as per agreed norms) and ensure delivery of In Store Visibility and execution as per MARS standards leveraging tools available

People Function:

• Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive program as designed by the company
• Coach SO s on the Mars Sales & Distribution system and drive desired productivity levels
• Implement structured training interventions as per agreed calendar to continuously upskill his FSA team
• Recruit desired numbers of FSA s of targeted profiles within specific timelines

Administration:

• Conduct Period meetings as per agreed norms to monitor performance levels across cities, SO, Distributors and Brands
• Ensure efficient backend administration by way of claim submissions, expense statements, account reconciliations etc.
• In conjunction with LM, ensure a higher level of forecast accuracy on a period level and align with regional Supply chain teams to ensure efficient service levels to customers

Context and Scope

• Effectively deploys National level strategies and plans by delivering specific action on ground by leveraging aspects such as Infrastructure, people, brands and channel
• Lead and motivate his/her team to desired levels of consistent performance

Key Supporting Competencies

• Delivers Consistent Results -Command Skills, Planning, Drive for results
• Creates Collaborative Relationships -Conflict Management, Integrity & Trust
• Engages Associates -Motivating, Negotiating, Building Effective teams
• Develops Talent - Developing Direct Reports, Directing others.

Key Functional Competencies & Technical Skills

• Selling : Builds Relationships, Assesses Needs through Questioning & Listening, Overcomes Objections, Leverages Resources for Execution
• Customer Service Excellence : Customer Service Planning, Customer Centricity, service Delivery
• Financial Management : Manages Budgets Effectively
• Execution & Measurement : Maintain/increase Distribution, Maintain/increase Quality of Displays, Measures & Reports key Metrics
• Route to Market Optimization : Assessment of RTM, Managing 3rd party Organizations, Managing 3rd party Sales-force