ASM Mumbai

Job Title Area Sales Manager- Mumbai

Segment Mars Wrigley India

Function Sales

Job Level B4

Location Mumbai

Reporting Regional Sales Manager

Job Purpose
• Develop, influence and drive the implementation of, sources of growth, in the defined area. Deliver growth through developing engaged team and drive levers of consumer, customer, channels, and category.
• The ASM @ MARS role serves the purpose of translating business strategies into suitable actions for larger and strategic geographies on the one hand while leveraging local level opportunities to drive Physical and Mental availability.

Key Responsibilities

Planning
• Set, monitor and deliver key business and S&D objectives at period, quarter and Annual levels
• Develop the markets by using a judicious mix of tools available to drive Physical and Mental availability
• Deploy and/or create “person neutral” systems, processes and Ways of Working which lead to a fundamentally solid Sales Engine in his/her specific geography.
• Influence Key stakeholders such as LM, Trade Marketing, sales development and Marketing to align and garner necessary support to meet growth ambitions in the mid to long term
• Maximize throughputs of trade spends (as per agreed norms) and ensure delivery of In Store Visibility and execution as per MARS standards leveraging tools available
• Firm up Sales Development plan for the year based and build the plans at a PJP level. Ensure that the sales infrastructure in the assigned areas meets defined norms.
• Analyze potential areas in the assigned geography where Distributor appointment would enhance business prospects. Finalize activity plan and individual Territory Heads itinerary at the review meeting based on period/ business objectives and ensure communication of these to the sales field force.
• Dialogue and alignment with Channel Partners to expand coverage and other sales efficiency parameters and deploy companies DMS & SFA tools

New Product Launch:
• Work closely with the Regional resources and Customer Excellence team to Identify activation opportunity with respect to a brand activation plan and their execution
• Communicate to the Team on the final codification, facilitate roll-out in the marketplace and track progress for the same.

People Function:
• Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programs as designed by the company
• Coach SO’s on the Mars Sales & Distribution system and drive desired productivity levels
• Implement structured training interventions as per agreed calendar to continuously upskill his FSA team
• Recruit desired numbers of DSR and ISR of targeted profiles within specific timelines
• Set goals and metrics of measurement for Self and team in line with organizational priorities and ensure cascade of company objectives within the team and with channel partners
• Identify Learning and Development opportunity areas for the team and lead the implementation of the Sales Training Program developed by Sales Capability
• Manage Sales overhead budget and count of 3P resources for the year

Administration:
• Conduct Period meetings as per agreed norms to monitor performance levels across cities, SO, Distributors and Brands
• Ensure efficient backend administration by way of claim submissions, expense statements, account reconciliations etc
• In conjunction with LM, ensure a higher level of forecast accuracy on a period level and align with regional Supply chain teams to ensure efficient service levels to customers
• Handle Trade Promos (Design and Execution), Business Solution Development, Annual Budgeting (Sales Budget), Customer Complaint Handling, and Market Returns.

Context and Scope
• Effectively deploys National level strategies and plans by delivering specific action on ground by leveraging aspects such as Infrastructure, people, brands and channel
• Lead and motivate his/her team to desired levels of consistent performance

1. Education & Professional Qualification

MBA degree

2. Knowledge/Experience

MBA with 7-10 years’ Experience

Experience within Food industry preferred and should have been an ASM for approximately 3 years