Opening for area sales manager
1) Planning
• Evaluate the market environment & estimate the Demand of Specific Products on a yearly basis

• Prepare a business plan for the area on a yearly basis & implement as per approval of RSM
• Prepare monthly sales plan & estimate the inventory requirement at C & F level
• Prepare the sales promotion plan through field activation programs, in shop activities etc.

• Review sales & provide rolling forecast every month

(2) Sales Promotion

• Communicate the sales promotion plan to sales executives and territory managers in each territory and supervise the execution of the same
• Make a proper record of all the sales promotion activities and their expenses along with the sales generate
from the promotions (with feedback on efficacy of the various campaigns)
(3) Sales

• Ensure execution of Territory Wise, Monthly Achievement of Sales Plan
• Design and Implementation of Sales Schemes in consultation with the RSM and distributors

• Facilitate Coordination between Sales Team, Distributors/C&F/Retailers/Chemists/Hospitals to achieve Sales Targets

(4) Distribution Management
• Monitor Distributor Performance

• Review existing distribution network & on a need base propose appointment of New Distributors
• Propose termination of Non Performing Distributors

• Motivate the distributors & dealers with regular communication by phone, letter or visiting them

• Sort out their issues & concerns regarding accounts, price, competition, demand generation & scheme

(5) Collection of Payment

• Ensure execution of Territory Wise , Monthly collection

• Facilitate Coordination between Sales Team, Distributors/ and C&F to achieve Collection Targets by continuous follow ups

(6) People Management

• Ensure Monthly Review of Sales and Collection Performance vis a vis Targets and initiate corrective actions, guidance to team members in case of deviation

• Ensure availability of resources for sales team

• Responsible for Safe Custody and Maintenance of all Company Assets in the Area
• Reporting Authority and Team Leader for entire Area Sales Team
• Ensure HR activities in the Area including Appraisals, Development Recommendations and Discipline

• Execute Area Manpower Plan and allocation in accordance with the budget approvals
• Monitor all expenses at the Area Level pertaining to sales team
• Act as a bridge between Management Expectations and field force needs

• Help/Guide team members to perform their role effectively
(7) Others

• Address all the complaints / suggestions received from the distributors /dealers/retailers/chemists/customers

• Ensure all government approvals and coordinate with the C & F’s and RSM for running the business in the
Region

• Monitor all activities pertaining to competition in the Region and report the same to RSM on a regular basis.


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