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Area Sales Manager (GT Sales- Staples Business)

  • Job
    Full-time
    Senior & Expert Level
  • Customer Relations
    Sales & Business Development

AI generated summary

  • You must have skills in sales strategy, team leadership, market analysis, customer relationship management, distributor management, and experience in primary and secondary general trade sales.
  • You will drive sales, manage distributors, support ASEs, report competition, conduct joint fieldwork, optimize inventory, hire talent, and develop go-to-market strategies for growth.

Requirements

  • Sales Strategy
  • Team Leadership
  • Market Analysis
  • Customer Relationship Management
  • Distributor Management
  • General Trade Sales
  • Primary Sales
  • Secondary Sales

Responsibilities

  • This role ensures the primary and secondary target achievement of the products marketed under RCPL for the assigned territory. Handle General Trade for the Staples SBU and the daily essentials category they would be responsible for -
  • Facilitate appointment of super stockist, distributors, and wholesale/retail traders via ASEs.
  • Support distributors with processes to realize their interests, manage ROI, and ensure claim settlement, while guiding a team of ASEs for optimal results.
  • Report competition activities and geographical performance monthly to the Sales Manager, ensuring the implementation of schemes and trade marketing plans in the assigned geography.
  • Facilitate daily gate meetings for CSO and ASEs to convey priorities and guide them through joint fieldwork to enhance sales pitch.
  • Work from the Market on daily basis with the Sales Executives and Sales officers to drive secondary sales at the Retailer points.
  • Conduct joint fieldwork with ASEs to improve sales performance and ensure proper merchandising.
  • Manage inventory levels and sales targets for ASEs, providing comprehensive reports to stakeholders.
  • Review ASE performance regularly, ensuring understanding of schemes and trade marketing plans.
  • Focus on hiring the right talent at ASE and CSO level and cascade sales training programs effectively.
  • Conduct quarterly reviews with the team and mentor potential members for career advancement.
  • Prepare Go to Market strategy to improve the product footprint and increase outlet reach by proper sales planning including beat plans, new merchant opening, and sub-dealer appointment.
  • Formulate business plans for assigned areas to optimize top-line growth.

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.

2006

Retail & Consumer Goods
Industry
10,001+
Employees

Mission & Purpose

Reliance Retail is a leading retail company in India, focused on providing a diverse range of products and services across various sectors, including grocery, electronics, apparel, and more. Their ultimate mission is to enhance the shopping experience for customers by offering quality products at competitive prices, while also fostering economic growth and job creation. Reliance Retail aims to serve the evolving needs of consumers through innovative retail formats and technologies, ultimately striving to become the preferred shopping destination for millions of customers across the country.