Area Sales Manager MT Mumbai

Primary Purpose of Role

Role is responsible for driving the aggressive volume growth agenda in Mumbai market through MT & E Com channel. Identifying current and future opportunities in the geography by actively working to improve Input KPIs engaging Field Sales teams and ensuring the business objectives are met through focused efforts.

The role is based out of Mumbai.

Roles and Responsibilities & Key Deliverables

• Develop McCain business in Mumbai to achieve short and long-term objectives along with planning for MT channel apart from leading new business opportunities. Responsible for making robust plans to drive sales volumes.

• Driving sales team efficiency through effective utilization of sales enablers like DMS/ SFA by the sales team/ channel partners. OJT with field sales to sharpen their Sales Pitch.

• Efficient distribution and sales management by being on top of business priorities. Them. Establish well-defined processes for Distributor/Sub L D appointment considering key parameters around distribution management like ROI investment components margins scope of business growth do lead process for aligning existing distributor partners with their monthly targets and ensuring adequate investments for reqd. infrastructure.

• Handling sales through Direct & distributors to MT retail accounts like Reliance D Mart Metro C&C Natures basket etc..

• Handling sales through Direct & distributors to E Com retail accounts like Swiggy Blinkit Zepto Flipkart Big Basket Amazon etc..

• Direct Cash and Carry accounts like Metro Cash & Carry etc. and few independent self service stores for allocated area.
  
  
• Negotiation and generation of POs from local buying managers thru team or self. Servicing of POs in coordination with supply chain for Stocks.

• Ensuring 100% fill rates to MT & E Com accounts by managing stocks at distributors and right forecasting.

• Ensuring 100% availability at E Com platforms through dark stores availability.
  
  
• Managing listing in local key accounts running of monthly promotions in all accounts as per directions from Seniors
  
  
• Reconciliation of local sales promotions budgets/ Invoices with coordination from Accounts and Finance team.
  
  
• Handling Trade Activation for MT & E Com Accounts for Merchandising Activities like new launches Visibility and Promotions conducted at the account level.
  
  
• Handling Third party team comprising of Promoters and supervisors at the outlet level for merchandising and off takes of products.

• Analysis and studying competitors on timely basis.

• Guiding the team (sales team/ channel partners) to develop high level of engagement and strong working relationships with trade partners MT accounts to influence in-store fundamentals - Planogram Assortment and Share of Shelf in order to deliver targeted volumes and market share

• Tracking and reviewing the performance of third party payroll team members (TSI/Promoter) and giving performance feedback to relevant stakeholders.

• Build a winning culture ensuring high engagement and performance through a diverse team.

Knowledge/Experience

To effectively perform in this job the position holder must have:

• Relevant experience in FMCG space in Modern Trade
• Prior experience in dealing/ negotiating with Regional Chains

• Prior team handling experience

Professional/ Technical Competencies

1. Strong technical and analytical skills with a keen eye for details
2. Strong verbal/ written communication skills
3. Strong organizational skills with an ability to build trust and sustainable interpersonal relationships with multiple internal/ external stakeholders
4. Self-motivated action oriented with an ability to work under pressure and drive assignments to completion within desired timelines while keeping the team morale high
5. Multi-tasking and prioritization skills