FAQs
What are the primary responsibilities of the Area Sales Manager in this role?
The primary responsibilities include achieving primary and secondary sales targets, facilitating the appointment of distributors, managing customer relationships, reporting competition activities, conducting joint fieldwork with the sales team, and preparing a Go to Market strategy.
What skills are essential for this position?
Essential skills include sales strategy, team leadership, market analysis, customer relationship management, distributor management, and knowledge of general trade sales.
How does this role interact with the sales team?
The Area Sales Manager will guide and support a team of Asst. Sales Executives (ASEs) and Sales Officers (CSOs) through daily gate meetings, joint fieldwork, and regular performance reviews.
What is the focus of the product categories for this role?
The focus is on General Trade for the Staples SBU and the daily essentials category.
How often will performance reviews be conducted?
Performance reviews will be conducted regularly, with quarterly reviews specifically mentioned for mentoring potential team members.
Is there a requirement for market analysis in this role?
Yes, market analysis is important for reporting competition activities and geographical performance to enhance strategy implementation.
What is the approach towards hiring for this position?
The approach includes focusing on hiring the right talent at the ASE and CSO levels and ensuring effective sales training programs are cascaded.
Will the Area Sales Manager have a role in inventory management?
Yes, managing inventory levels and sales targets for ASEs is one of the responsibilities of the Area Sales Manager.
What type of business plans will the Area Sales Manager be responsible for?
The Area Sales Manager will formulate business plans for the assigned areas to optimize top-line growth.
How is the market outreach improved in this role?
The outreach is improved by preparing a Go to Market strategy that includes sales planning such as beat plans, new merchant opening, and sub-dealer appointment.