Area Sales Manager

Hindustan Coca Cola Beverages (HCCB); Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Hindustan Coca Cola Beverages (HCCB) in Mumbai seeks an Area Sales Manager to drive sales objectives through a team of Sales Team Leaders and Market Developers, handling primary and secondary sales and distribution.

The role requires MBA and 2–4 years post-MBA experience or 5–7 years post-graduation in indirect and direct operations, with strong capabilities in sales and distribution management and market execution.

Qualifications

• MBA is required.
• 2-4 years post-MBA experience or 5-7 years after graduation in indirect and direct operations.
• Strong skills in sales, distribution, analytics, market execution and asset management.

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 track plans; take corrective action.
• Complete predefined on-the-job trainings; provide inputs for improving skills and implement capability initiatives.

Skills

Sales Management

Distribution Management

Analytics

Market Execution

Customer Management

Capability Development

Education

MBA

Job description

Role & responsibilities

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:

• 1. To track Productivity Measures and implement corrective actions
• 2. To regularly evaluate distribution gaps in terms of fill rate, servicing and take corrective actions
• 3. To allocate Horizontal expansion Targets Sales Team Leader wise & track Horizontal Expansion plans and take corrective action on the same
• 4. 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.
• 5. To drive improvement of Market execution as per Right Execution Daily
• 6. To track and report on competitive activities and developments and propose any activities to counter the same.
• 7. To effectively implement any sales, promotional activity, new product launch
• 8. To plan discount and Direct Market Expenses spend as per allocated budget and monitor actual spends.
• 9. To manage Placement of Sales Generating Asset to ensure optimum productivity and to ensure regular tracking of assets and adherence to Company Asset Policy
• 10. 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

Geographical Scope:

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:

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

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