AREA SALES MANAGER

PURPOSE OF THE JOB:
Formulate and implement Trade Marketing & Distribution Plan for the Circle for ITC
FMCG Products. Lead, motivate and train the Circle team and the Customer Groups to
achieve the circle business objectives.

JOB QUALIFICATION:
MBA from tier 2 college: Min 1 year of sales experience
Non-MBA: Min 3-4 years of sales experience

KEY FOCUS AREAS:
▪ Sales Focus
▪ TM&D Planning
▪ Category Knowledge
▪ Cycle Plan Implementation
▪ Stock control
▪ Resource Management
▪ Customer Business Development
▪ Training & People Development
▪ Code of Conduct & compliance of all statutory norms

PRINCIPAL ACCOUNTABILITIES

Sales Focus

▪ Evaluate opportunities to maximize business growth for the circle.
▪ Achievement of agreed Sales objectives for the circle, and mid-course
corrections and inputs to reduce variance against expectations

TM& D Plan

▪ Develop and ensure implementation of circle TM&D plan
▪ Ensure achievement of plan on category visibility, continuous availability &
freshness
▪ Ensure quality of market coverage through managing & evaluating efficiencies in
TM&D servicing cost
▪ Evaluate implementation of the Plan, to ensure inputs are provided to the right
markets / channels / outlets
▪ Ensure implementation of trade & consumer promotions and merchandising

Category Knowledge
▪ Continuously acquire knowledge / understanding of industry / market
construct and trade / consumer behaviour to enable development of effective
plans, processes and work practices
▪ Continuously acquire and update knowledge / understanding of competition
players and practices
Implementation of Cycle Plan
▪ Effective Market level planning & budgeting
▪ Ensuring Quality of implementation
▪ Effective evaluation and feedback

Efficiency of stock control
▪ Facilitate and develop systems for accurate Forecasting
▪ Establishing and maintaining appropriate reserve levels by SKUs

Resource Management
▪ Budget administration and spends optimization of brand input spends
▪ Spend optimization on K-4

Develop and maintain regular contacts with relevant regulatory
authorities/Industry Affairs
Provide support and facilitation to the Field Team :
▪ In distribution task performance
▪ In conflict resolution


Customer Business Development
▪ Adequate working capital to meet current & future investment needs
▪ Ongoing review of selling arrangements
▪ Assist customers in business development - Market Development Program
▪ Assist customers in achieving warehousing efficiency

Training & People Development
▪ Implement Development Plans for the circle team through effective use of both
internal and external resources.
▪ Provide effective leadership to circle team & customers to continuously achieve
higher standards of performance through knowledge, training & development,
building & maintaining team spirit and being result & task oriented.
▪ Provide training to team members and customer groups – including
demonstration of personal selling skills

Code of Conduct & compliance of all statutory / regulatory norms
▪ Adherence to the code of conduct by the entire Circle team
▪ Conformation to all financial and administrative systems
▪ Compliance with all statutory and regulatory norms

KEY SUCCESS FACTORS
▪ Achievement of TM&D Objectives and sales expectations
▪ Category knowledge
▪ Achievement of sales objectives
▪ Customer and people development