The ASM leads the Area Team (approx.2-3 resources) and ensures that primary and secondary sales (VOL & VAL) objectives are regularly being achieved
Develops the Route to Market’ strategy together with the SM and ensures OTIF implementation
Manages performance of relevant stakeholders in the team, inclusive of direct reports, key accounts, and general Customers
Executes all Sales agendas within the bounds of the Area
Member of Sales Field Execution Team working directly under the SM
The job requires a continuous external scan of the ever-changing retail landscape and bringing about the required changes internally to address these changes
Building a robust business plan which captures local insights and sales potential for 2-3 years.
Education & Experience and Skills
Bachelors (Sales & Marketing)
5+ Years of Experience in FMCG / OTC Sales
Strong Customer Relationship Management
Strong Leadership & Team Management Skills
Strong Negotiation & Customer Management Skills
Strong Business Acumen and presentation skills
Know the geography, market, and competition and know the channel play and RTM architecture and what are the key I&Os
Possess 1st hand grip over operational disciplines (Market Footwork, distribution operations, thorough system understanding, customer handling and team leadership)
Analytics in practice : Daily & Weekly Monitoring Tools for progress control and performance evaluation
Hygiene Control : Must ensure TTS (Incentive) disbursement as per company SOP with back checks & outliers to be verified and controlled to manage market rates
Sole responsibility of Primary Stock Management
Drive JBP and Distributor Financials to be efficient and smart
Ensure implementation of RTM action plans in his area
Responsible for VOL delivery while providing reliable inputs for short term forecast for S&OP incl. Risk & Ops
In-depth knowhow of Spearhead Principles to ensure execution as per KPIs
Sets & advises on territory-wise splitting of ambitious targets & monitors closely for performance, initiates timely corrective actions
Responsible for Primary & Secondary SOP Management for in accordance with Company’s Overall Strategy.
Manage Cat. Wise / Brand Wise / SKU Wise volume delivery in liaison with Channel’s / Geography Strategy.
Ensure Overall Healthy Category Business Mix for OTC & FMCG aligned with Overall National Strategy.
Lead Implement & Execute all launches / Re-Launches & Promotions at Area’s Stores
Oversee & Report on Instore Implementation Agenda at all stores in coordination & liaison with Merchandising team.
Responsible for overseeing & reporting on JBPs’ locked measures for TER and TEW.
Maintain Professional Customer Handling with all distributors with a view to drive day to day operations at area level.
Lead all customer negotiations at area level with to ensure win-win business propositions.
Lead Stakeholder Management with related stake functions and / or via coordination through ROM with Channels, Supply Chain, Commex Team, and broadly Third-Party Vendors.
Provide timely updates to Geography Team (SM / ROM) for the Business Progression & the consequent challenges faced at Customer level.