Job Title : Area Manager- sales

Location : Regional Districts

Objective of Role: To achieve sales targets in the assigned territory by leading a team of asst. managers and sales executives. Reporting To:- State Head/ Senior Manager- Sales

Role Description Responsibilities:

Frequency

o To coordinate with regional manager for planning sales plan for the region based on the regional targets set. Responsible for breaking down the sales plan into territorial operational plan. To translate these sales forecast into operational monthly plans.

Annual/Quarterly/Monthly

o To manage the sales of wide network of distributors and company depot in given territory. Responsible for achieving budgeted sales and distribution targets set by the regional manager for primary and secondary sales for the assigned territories on monthly/quarterly/annual basis.

Annual/Quarterly/Monthly

Sales & Marketing

o Maintain sales reports on daily basis as per the set format o Responsible for providing support in various marketing efforts (Category and Channel) for the promotion of products and brands in the assigned area. o Identify the retailers and do filed visit on daily basis as per the region / district allotted. o To benchmark competitors that shall facilitate identification of key issues and/or competitive advantages. Identify key outlets which can give competitive edge for increasing sales. To monitor and report tactical moves from competition (price, discount, scheme, special offers) o Identify potential retailers, premise, look in for closures, LOI, agreement. o Monitoring Outlet coverage & competitor activities. Responsible for developing, executing and monitoring sales and distribution plan in the zone in order to ensure achievement of sales targets. o Achieve target as per the goal and timelines set . Also work in tandom as per the business/ organization requirement. o To monitor the monthly/quarterly sales achievement Vs Targets CONFIDENTIAL: NOT FOR DISTRIBUTION

Ongoing Ongoing

Ongoing

Monthly/Ongoing

Ongoing Monthly/Ongoing

Ongoing Quarterly/Monthly 1

(primary/secondary). Analyze the sales figures and take corrective action incase of non-achievement of targets.

o Update on daily basis regarding the progress and make journey plan / reports as per the set process and format.

Ongoing

Key Account Management o To identify key retailers who add the most value/profit to your organization. These customers should receive specially attention and long term relationships should be developed if possible.

Ongoing

o Determine the retailers’ needs and identify preliminary ways that the firm's products/service's can be modified to meet the customers' needs.

Ongoing

o Customer complaints must be resolved promptly. Complaints that require higher level support, need to be distributed to the proper organization for resolution as quickly as possible

Ongoing

People Management o Set sales representatives evaluation criteria, motivate, train and evaluate sales force.

Monthly/Ongoing

o To timely measure the performance of personnel with regard to the set evaluation parameters- sales management performance assessments and sales performance metrics.

Bi-Annually/Monthly

o To determine methods for motivating the sales force such as contests, recognition, achievable but challenging goals, sales meetings with representative’s participation.

Ongoing

MIS & Commercial o To own the revenue and credit responsibility for the business in the area.

Ongoing

o Adherence of timely reports, observations in Audit / inspections, sharing of Best practices, timely recommendation on media / promotions / scheme

Ongoing

o To analyze sales and competitor reports sent by the sales executives, compiled by assistant manager and take necessary actions to meet sales target in his sales zone.

Monthly

Channel Management o Managing and monitoring channel sales performance (Distributor/Wholesale/Retail sales). CONFIDENTIAL: NOT FOR DISTRIBUTION

Monthly

2

o Understand and track current performance of distribution segments and customers.

Ongoing

o Improving the dealer & distribution network through monitoring performance and supporting all promotional campaigns.

Ongoing

o Manage the marketplace, monitor the Distribution Presence and expand in prospective areas where required. To appoint distributor for un-represented areas after analyzing the sales potential in that area.

Ongoing

CONFIDENTIAL: NOT FOR DISTRIBUTION

3