Area Sales Manager
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Responsible for Sales for GT channel for assigned markets as well as all sales transactions, operational duties and providing customer support for quality service, customer satisfaction and driving profitability.
Achievement of Sales & Collection target(DSO)
Attending Pre S&OP session monthly to ensure our category wise targets and support are achieved.
Controlling over due by tracking and reviews with sales reps.
Customer Relationship management
Customer Business review on regular basis
Daily monitoring of category wise sales.
Ensure all BDA are implemented in the market (i.e. Visibility, Availability, SOS, Pricing)
Ensure all rental displays are followed and adhered by the customers and merchandisers.
Ensure market execution of new product launch and displays
Ensure overall collection targets are met as per the deadline
Ensure store level merchandising as per the planogram defined by category.
Ensure the PMS numbers are achieved monthly/Quarterly for GT channels.
Field Coaching for the team to ensure the execution is done OTIF.
Focusing promotion activities with key customers.
Forecasting and OTIF deliveries
Leading a team of 27 people i.e. JM, SR, Merchandisers, Helpers.
Managing P/L of assigned territory.
Monitor OSA implementation and execution.
Monitoring Competitor activities.
Monitoring Line per productive call (LPPC) right assortment mix
Monitoring route plan adherence
Motivate and direct Sales Team to Achieve the Sales Target & Collection Target day to day bass
Negotiate Annual Business Development Agreement.
On field training on sales representatives & merchandisers
Plan and Achieve category wise target
Plan in store activation.
Plan to achieve Monthly/Quarterly/Yearly - Budgeted Targets.
Planning and executing Secondary activations/ National promotions
Planning and Forecast for IFFCO brand by SKU wise
Product Execution, Product Listing & Availability
Provide monthly task plan to sales and ensure achievement
Resolve customer complaints regarding sales and service.
Targeting and Tracking customer wise and category wise in micro level.
Team Management
Timely collection of payment
To be on the pulse of the number that has to hit every month by Brand Wise & Category Wise.
Weekly Market receivables review with Sales Rep.
Weekly Sales Team Meeting.
Work on the Key Accounts Management forĀ GT top outlets to have incremental growth
KPIsDrive FCS& Monthly score card for spot vans as well as pre-sales routes
Achieve Budgeted Sales Target
Market Returns (Damages/Expiries)
Value and Volume Market Share Increment
New Product Development
NPD listing
OSA
Payment Collection
Productivity
Receivables and Overdue
Work experience requirement5 to 7 years' experience in SalesĀ role in the assigned market.
5 years' experience in managing the GT channelss for FMCG industry, preferably dealing with food products sales
QualificationBachelor degree in business or management related field
MBA degree in business or management related field
Business AcumenKnowledge of Value Chain Management
Sales and Distribution Strategy Management
Consumer Behavior B2B and B2C
Communicating effectively
Self and Team Management
Planning & Decision Making
Customer Centricity
Ownership & Result Orientation
Business Unit:Oil & Fats - Pakistan (PKBU02)
Business Group:IFFCO Pakistan (Pvt) Ltd (PK01)#J-18808-Ljbffr
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