Area Sales Manager

Hindustan Coca Cola Beverages (HCCB); Ernakulam; On-site; INR 1,200,000 - 1,600,000; Full time

Job summary

Hindustan Coca Cola Beverages (HCCB) seeks an Area Sales Manager to drive sales objectives across the designated area. You will lead a team of Sales Team Leaders and Market Developers, manage distribution, and ensure execution of promotional activities and asset placement.

Ideal candidates possess an MBA and 5–7 years in indirect/direct operations, with strong skills in distribution, analytics, and customer management.

Qualifications

• MBA is required.
• 2-4 years post-MBA experience or 5-7 years after graduation in indirect and direct operations.

Responsibilities

• Track productivity measures and implement corrective actions.
• Regularly evaluate distribution gaps in fill rate and servicing; take corrective actions.
• Allocate horizontal expansion targets for Sales Team Leaders and monitor plans.
• Complete on-the-job trainings to improve skills and implement capability initiatives.
• Drive market execution improvements as per Right Execution Daily.
• Monitor competitive activities and counter with appropriate actions.
• Plan discounts and direct market expenses within budget and monitor spends.
• Manage placement of Sales Generating Asset for optimum productivity and track assets per policy.
• Evaluate performance and provide coaching to Sales Team Leaders and Market Developers.

Skills

Sales Management

Infrastructure Management

Distribution Management

Analytics

Productivity Analysis

Market Execution

Asset Placement

Customer Management

Relationship Management

Discount Management

Capability Development- RED/GREEN

Education

MBA

Job description

Job Description:

Objective: To achieve the Sales Objectives for the assigned Area through the team of Sales Team Leaders, Market Developers, Route Salesmen by brand and pack, handling Primary and Secondary sales, Distribution.

Title:

Area Sales Manager

Function:

Commercial

Job Responsibilities:

• To track Productivity Measures and implement corrective actions
• To regularly evaluate distribution gaps in terms of fill rate, servicing and take corrective actions
• To allocate Horizontal expansion Targets Sales Team Leader wise & track Horizontal Expansion plans and take corrective action on the same
• To complete predefined On the Job Trainings to provide inputs for improving functional skills and to implement Capability Initiatives, review progress and take corrective action.
• To drive improvement of Market execution as per Right Execution Daily
• To track and report on competitive activities and developments and propose any activities to counter the same.
• To effectively implement any sales, promotional activity, new product launch
• To plan discount and Direct Market Expenses spend as per allocated budget and monitor actual spends.
• To manage Placement of Sales Generating Asset to ensure optimum productivity and to ensure regular tracking of assets and adherence to Company Asset Policy
• To evaluate performance and skills of Sales Team Leaders and Market Developers and provide inputs via on the job coaching, training etc

Supervises: Executive Sales / Sales Team Leaders

Direct Reports: Yes

Reports To:

Sales Manager/General Sales Manager

Key Customers:

Internal Customers: Internal Finance & RTM & Capability Development & Channel Marketing & CDE

External Customers: Retailers

Job Requirements:

Qualifications:

MBA Must

Experience:

2-4 years of post-MBA experience or 5-7 years of experience after graduation in indirect and direct operations.

Functional Skills:

• Competent in Sales Management and Infrastructure Management
• Expertise in Distribution Management
• Well familiar with Analytics and Productivity Analysis
• Efficient in Market Execution and Asset Placement and Maintenance
• Expertise in Customer Management, Relationship Management and Discount Management
• Skilled in Capability Development- RED/GREEN Implementation.

Travel:

Continuous travel within the designated area 80% Travel in a month