Area Sales Manager - Bhubaneswar, Odissa
PepsiCo · Bhubaneswar
OverviewASM is the first managerial role that is responsible for handling distributors ranging in scale & handles a team of customer executives on company payroll. ASM is responsible for coaching CEs to plan, deploy and execute joint business plans and driving sustainable sale capability of their distributor.
ASM will be instrumental in resolving market challenges, growing business and ensuring smooth operations in each territory, within entitled discount budget. ASMs also works with marketing team, sales development team, revenue management and supply chain team to have correct go to market model, execute branding agendas, and ensure stock availability.
- Sec Value Achievement Vs. Plan
- Trade Spends within budget
- Execution of Go-to-Market Strategy
- Selling KRA
- Range Selling, Order Cancellation Rate, %age outlet billed
Coaching Team
Responsibilities
Strategy and AOP
- AOP target planning & tracking for CEs that are consistent with Unit plan
- Execute necessary plans to consistently grow shares in each category as per plan
- Ensure transparent communication to the field team including partners
- Managing discounts and distributor margins
- Setting up and Retiring DB channels and guide on standard operating procedures
Market Share
- Improve market share by increasing net distribution and weighted distribution
- Activate brands - Pack wise & channel wise activities to improve Market Share
- Ensure asset productivity and drive corporate/regional marketing agenda
- Develop team capabilities to address channel partner stability related issues
- Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
- Possess high competition intelligence in constant monitoring of all competition
Team Building
- Assess performance capability & providing development feedback to team
- Recognize CEs on internal/external platforms
- Partner with Sales HR and drive Core People Processes across the team
Own the frontline functional skill development and Development Action Plan
Qualifications
Knowledge
1. FMCG sales overview
2. Distribution Business
3. Computer Proficiency – Excel, Word, PPT, Outlook
4. Local Language and English
5. ROI Understanding
Skills
1. Negotiation
2. Communication
3. People management
4. Time Management
5. Critical Thinking
6. Analytical Ability
7. Problem Solving
Strategy and AOP
- AOP target planning & tracking for CEs that are consistent with Unit plan
- Execute necessary plans to consistently grow shares in each category as per plan
- Ensure transparent communication to the field team including partners
- Managing discounts and distributor margins
- Setting up and Retiring DB channels and guide on standard operating procedures
Market Share
- Improve market share by increasing net distribution and weighted distribution
- Activate brands - Pack wise & channel wise activities to improve Market Share
- Ensure asset productivity and drive corporate/regional marketing agenda
- Develop team capabilities to address channel partner stability related issues
- Understand financial impact of promotions in the territory, rationalize and ensure clear communication and adherence of promotions
- Possess high competition intelligence in constant monitoring of all competition
Team Building
- Assess performance capability & providing development feedback to team
- Recognize CEs on internal/external platforms
- Partner with Sales HR and drive Core People Processes across the team
Own the frontline functional skill development and Development Action Plan
Knowledge
1. FMCG sales overview
2. Distribution Business
3. Computer Proficiency – Excel, Word, PPT, Outlook
4. Local Language and English
5. ROI Understanding
Skills
1. Negotiation
2. Communication
3. People management
4. Time Management
5. Critical Thinking
6. Analytical Ability
7. Problem Solving
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