Sales Manager job in india 2022

Sales Manager job in india 2022

Sales Manager job in india 2022

Job details

Job Type
Full-time

Full Job Description

To drive sales and ensure business targets are achieved

o Aggressively drive the sales numbers and achieve the business targets for Retail loan products and through cross selling while continuing to enhance and upgrade the client relationships.
o Retain and expand the company’s base of customers for retail loan product so as to ensure repeat business or referrals
o Maximize sales through a network and relationships to ensure strong business
o Develop and maintain strong liaisons with the clients for repeat business or referrals.
o Ensure the files are processed from login stage to disbursement and liaise with internal departments (Operations and Credit) for completion.
o Optimize team productivity by effectively managing the team of relationship managers so as to assure achievement of team results and thereby meet the business targets and profitability of the area
o Align with the team on ground lead generation activities for Sales.
o Lead and supervise the team for the implementation of the growth agenda through appropriate training, motivation and deployment strategies
o Constantly keep abreast on market trends and competitor intelligence so as to build and develop effective sales and marketing strategies
o Use understanding of the markets / competition / process and products available in the markets to provide positive feedback to the central product and policy team to stay ahead in the market.
o Ensure compliance to all Audit / RBI regulations as well as processes, policies and reports as per company designed systems.

Post Graduate/ Graduate in any discipline

 

 

 

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Area Sales Manager

Position Title: Area Sales Manager

 

Department:
Sales
Work Location:

 

Grade:
M1/M2
Travel Required:
Yes

 

Reporting to:
Administrative:
Regional Manager (RM)
Reported by:
Sales Officer / Sales Representative (SO / SR)

 

Functional:
Regional Sales Manager (RSM)

 

Educational Qualification:
Graduate ( MBA Preferred)

 

Experience:
5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.

 

Any additional requirement:

 

Purpose of the Position (Job Summary)

 

  • To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growth

 

Key Roles and Responsibilities

 

Financial
  • Sales planning: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager)
  • Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan
  • Collections: Ensure timely clearance of outstanding payments from distributors

 

Customer Orientation
  • Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs
  • Product feedback: Collecting and synthesizing feedback on Relaxo’s product portfolio in the context of competitor products and providing appropriate recommendations
  • Secondary feedback: Capturing feedback of retailers on secondary scheme, NPD and distribution
  • Distributor appointment: Scouting and appointing new distributors as per defined norms
  • Distributor onboarding: Ensuring distributor gets all relevant post appointment support
  • Distributor account management: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits
  • Complaints management: Resolving complaints of channel partners inc. issues related to returns

 

People Orientation
  • Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
  • Mentorship and supervision: Mentoring, coaching and supervising company SOs
  • Evaluation: Evaluating SO performance and creating customised action plan for each SO

 

Internal Business Process
  • Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories
  • Coverage improvement: Based on market visits, highlighting gaps in market and developing an action plan with SO.
  • Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising
  • Orders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team
  • Journey plan: Compiling market working reports from SOs and sharing then with the admin team
  • Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
  • Competitor schemes: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors
  • Distributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio
  • MIS reports: Preparing MIS reports for target vs actual sales and other objectives
  • Reviews: Timely review of monthly/quarterly performance with RSMs, SOs and distributors
  • Sales forecasting: Providing sales forecast support to RSM
  • Other strategic interventions: Focus on implementation of company’s strategic objectives for assigned sales area

 

Competencies

 

Technical/Functional
Behavioral

 

  • Business Acumen
  • Selling skills
  • Market Knowledge
  • Analytical skills
  • Customer Focus
  • Collaboration
  • Adaptability
  • Result Orientation
  • Negotiation skills

 

Key Result Areas

 

Quantitative
Qualitative

 

  • Sales Volume/Value Achievement
  • % Revenue Contribution from NPDs
  • Rs. Cr business from new Distr-Div. vs. target
  • PJP adherence
  • Average outstanding at end of each month as % of month’s sales
  • Improve Adherence to Key Sales Processes.
  • Coaching and mentoring provided to SOs
  • Competitor Analysis
  • Customer Service improvement

 

Key Stakeholder Management

 

Internal
External

 

  • RSM
  • Marketing Team
  • Corporate Communication & NPD Team
  • Production Planning & Logistics Team
  • Distribution and Sales Support Team
  • Distributors
  • Retailers

 

 

 

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Assistant Area Sales and Customer Manager

Job details

Job Type
Full-time

Full Job Description

ABOUT UNILEVER: Be part of the world’s most successful, purpose-led business. Work with brands that are well-loved around the world, that strive to improve the lives of our consumers and the communities around us every day. Every day, nine out of ten Indian households use our products to feel good, look good and get more out of life – giving us a unique opportunity to build a brighter future. We promote innovation, big and small, to make our business win and grow; and we believe in business as a force for good. Our brilliant business leaders and colleagues provide mentorship and inspiration, so you can be at your best. At HUL, we believe that every individual irrespective of their race, colour, religion, gender, sexual orientation, gender identity or expression, age, nationality, caste, disability or marital status can bring their purpose to life. So apply to us, to unleash your curiosity, challenge ideas and disrupt processes; use your energy to make the world a better place. As you work to make a real impact on the business and the world, we’ll work to help you become a better you!
We are looking to hire an Assistant Area Sales & Customer Manager.
Here is how your day at Unilever would look like:
  • Customer Infrastructure & satisfaction: The AASCM is responsible for ensuring a robust Customer Infrastructure is in place in the territory. Distributors are appointed by the AASCM wherever necessary and it is his responsibility to track their overall performance on key metrices. AASCM is supposed to optimize the quantity & quality of customers in his area such that there are no service gaps while ensuring adequate service levels for trade and financial viability for customers. He monitors the financial health and profitability of all Customers. The AASCM also needs to step in from time to time to resolve customer issues which cannot be handled at a field-force level. Along with his team (FF) the AASCM is also responsible for primary & secondary customer complaint resolution.
  • Growth & Execution: The AASCM drives Top-line growth in the area and ensures all execution metrices are also in place. He will also need to monitor channel-wise and category-wise growths in the territory. It is also the AASCM’s responsibility to ensure all new launches are landed in the area and to ensure all merchandising activities are run well. Execution metrics are the input metrics for delivering share gaining growth and are hence very important.
  • Drive a team: Team handling & team building are the most important aspects of an AASCM’s role. The AASCM is responsible for managing the team, motivating them and getting them to deliver their metrices. He needs to understand the working style and strengths and weaknesses of each person to get them to reach their potential and also needs to provide developmental inputs on a continuous basis. How an AASCM binds his team together is often a make or break factor in performance of a team.
  • Liaising with key Partner Functions: The AASCM liaises with the Supply Chain Team to ensure packwise estimates are built correctly for the area. He also ensures norms build up at an RS level are hygienic and supplies from depots are in order. He also ensures that the stock build up at Customer points are at the acceptable level. The AASCM works with the Commercial Team to ensure customers are healthy and that payments to company are in order.
  • Ensuring controls & financial hygiene: Along with Commercial & Supply Chain team, AASCM is supposed to have check on system hygiene at customers on aspects like extent of sales return, extent of damage/ shortage claims, mismatch between primary & secondary, physical vs. book stock mismatch, trade discount hygiene etc. AASCM needs to play an active role in probing cases of deviation from norms on the abovementioned aspects.
Key Skills & Requirement:
  • MBA with relevant experience.
  • Analytical skills and demonstrated ability to manage the business by the numbers.
  • Jobs involving quick decision making.
  • Jobs involving extensive oral communication, people interaction & negotiation.
  • Experience in a highly analytical, results-oriented environment. Preferably FMCG.
  • External customer interaction.
  • Experience of jobs involving active listening skills, highly consultative and soutions-oriented.
  • Deep understanding of the retail and wholesale landscape in India with prior interactions with sellers and distributors is desirable.
  • Experience in selling new products and developing markets.

 

 

 

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