Area Sales Manager - Packet Tea

Job Description:

A) Coverage
To generate sales by ensuring effective coverage of the existing O/L of the beats & continuously updating the list with new O/L as per the requirement of the organization.
?       The ASM is required to analyze the performance within his territory on a regular basis, evaluate the potential within the territory and ensure that the coverage by the TSI’s is wide & exhaustive.
?         He is required to identify distribution points, whole sale dealers & appoint sales executives in consultation with the superior to ensure wider coverage, including suburbs, rural areas & out station areas.
B) Services
?         To ensure that the channel partners, trade partners purchase & stock according to their respective potential. The ASM is required to influence sales team to convert non-buying retailers to buying retails. He is also required to ensure that there is a brand presence for all the brands in the classified outlets (Key Accounts - retail & whole sale ).
?         He is required to ensure the visibility at the outlets against competition (shelf space).
?         He is required to check the channel partner finance invested in our business every month to ensure that the market does not suffer. The same is to be reported in his quarterly report.
a) Ensure timely payments stock order/clearing of credit
b) Timely submission of debit notes with relevant documents
c) Timely disbursements of market offers
?         To ensure that the level of inventory of stocks and merchandising items is maintained at an optimum level.
?         The AsM is responsible for ensuring that the distribution is proper, timely & as per requirement. He is also required to ensure the freshness of the stocks & lifting of the damaged stocks from the outlets.
?         Ensure adherence to servicing norms depending on O/L profile.
C) Development
?         To lead & motivate the front end sales team and the channel partners.
?         The ASM is required to continuously upgrade & build the knowledge base of the TSI’s & the channel partners by sharing information’s on the various activities initiated by the company in the market and by sharing information on the competition. He is also required to guide on day to day activities, based on the activity details of the sales executives and feedback received from stakeholders. By ensuring that they make regular calls, by checking on the sales call & providing feedback on the same. Etc.
?         He is also required to ensure that the whole sale dealers/Distributor appoint the requisite number of sales man & provide them with the requisite briefings & training (classroom & infield).The ASM is required to ensure the retail service level.
?         Build the Tea Brand Portfolio in his specific territory
D) Execution
?         To generate sales by executing & coordinating various field level activities at retail & wholesale level. The ASM is required to prepare monthly/annual plan for sales targets, based on which he is required to plan & budget the advertising and promotional inputs required. Some of the marketing inputs would be expenses on point of sales materials, trade schemes, model shops, dealer boards, wall paintings etc. for his territory.
?         The ASM is also required to ensure that these promotional materials are used optimally both in the field as well as at the whole sale dealer points.
?         He is also required to verify the expenses done through Distributor for the local activities & ensure the debit notes are sent immediately after the scheme/activity is over.
?         He is also required to coordinate & follow up with the admin staffs on Distributor related issues like dispatches, debit notes etc. He is also required to ensure proper stacking of stocks & POSM at WD point & to follow FMFO.
?         To generate reports & MIS. The ASM is required to submit monthly and weekly reports to his superiors (Reports on the performance of the area, activities undertaken, activities of the competition in the area etc.) and also to analyze sales call, analyze competition sales, understand the stock pressure level vis a vis competition brand etc.
?         Ensure proper launch of new brands in terms of distribution/Initial Placement, visibility, TSI & Promoter training etc. to ensure that the new launch meets all parameters on the distribution.
• To launch New products in his entire territory irrespective of Number of towns.
• SALES FORECASTING AS PER PRESCRIBED FORMAT