Area Sales Manager - Coimbatore (GT)

Unicharm; Coimbatore District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Unicharm is seeking a high-impact Sales Leader to drive primary and secondary sales across General Trade for Baby Care, Feminine Care and Wellness Care in Western Tamil Nadu. You will manage channel partners, expand the distributor network and ensure optimal stock levels and budget adherence.

The ideal candidate has 7–12 years in FMCG General Trade, strong leadership, analytical and relationship skills, and a proven track record in territory management and driving sales growth.

Qualifications

• Graduation in any stream and MBA/PGDBM in Sales & Marketing.
• Strong experience (7-12 years) within a large Indian or multinational organisation preferably within the FMCG industry in General Trade.
• Experience of working in territory is mandatory.

Responsibilities

• Deliver primary and secondary sales targets as per Annual Operating Plan in the assigned territory.
• Track performance of channel partners and Sales team to identify deviation and plan risk mitigation.
• Develop and expand Sales & Profitability in the assigned region.
• Add new accounts and retail partners to increase numeric and weighted reach.
• Stock management at depots & distributors, credit control and expiry control for SKU availability.
• Plan and implement sales promotions with Marketing team.
• Identify and weed out small/high impact issues faced by channel partners.
• Cultivate and maintain relationships with executive decision makers in large accounts.
• Review visibility of product range at retail counters.
• Analyse and control expenditures to conform to budget.
• Utilise retail & distribution platforms to improve efficiency and reduce costs.

Skills

Leadership

Communication

Talent management

Operational excellence

Analytical skills

Financial acumen

Cross-functional collaboration

Relationship management

Education

Graduation in any stream

MBA/PGDBM in Sales & Marketing

Job description

Role & responsibilities

Purpose of Job

Drive the primary and secondary sales volume in Western Tamil Nadu for General Trade for Baby Care, Feminine Care and Wellness Care product categories.

Operational Role & Responsibilities

• Deliver primary and secondary sales target as per Annual Operating Plan in the assigned territory
• Timely Tracking & Monitoring performance of Channel partners and Sales team to identify deviation and plan accordingly for risk mitigation.
• Responsible for developing and expanding Sales & Profitability of the company in the assigned region.
• Add new accounts, retail partners for increasing numeric reach and weighted reach.
• Stock Management at depots & Distributors/Super Stockist/Sub-Stockist, Credit Control, Damage/Expiry Control for complete SKU and product range availability.
• Planning and implementation of sales promotional activities in the territory in collaboration with Marketing team.
• Identify and Weed out small and high impact issues faced by channel partners.
• Cultivate and maintain effective business relationships with executive decision makers in large accounts.
• Reviewing visibility of product range at retail counters.
• Analyse and control expenditures of assigned area to conform to budgetary requirements.
• Utilising retail & distribution platforms to improve efficiency and reduce distribution costs; monitoring the process flow in order to ensure the operational efficiency through dealers and distributors.

Strategic Role & Responsibilities:

• Business planning, forecasting and delivery of short term & long terms objectives (volume/ revenue/ growth/ systems & processes) at geography level and account level and product level.
• Guiding the team towards distributor appointment in line with desired business objectives and maintaining a robust and efficient Channel Partner network, through effective engagement and measures around healthy ROI management in line with defined business objectives/ processes.
• Driving sales team efficiency through regular and effective training, mentoring and coaching of sales team.
• Identification of brand building/ BTL activation opportunities and coordinating with relevant stakeholders (sales team/ marketing team/ external agencies) for timely and effective execution of these activities in line with business objectives/ priorities
• Close monitoring of the competitors activities and preparing observation reports in order to facilitate the Brand Team to compete with competition.

Preferred candidate profile

Education and Work Experience:

• Graduation in any stream and MBA/PGDBM in Sales & Marketing.
• Strong experience (7 - 12 years) within a large Indian or multinational organisation preferably within the FMCG industry in General Trade.
• Experience of working in territory is mandatory.

Knowledge & Skills

• Excellent verbal and written communication skills.
• Demonstrate strong leadership skills and lead by example.
• Strong talent management to mentor and coach large sales team on company payroll and third party payroll.
• Orientation towards achieving operational excellence in regular operational work for enhanced team productivity and delivery.
• Strong analytical skills to derive trends/projections/forecasts from reports for planning and risk mitigation.
• Strong financial acumen to evaluate business impact of various internal and external factors.
• Ability to collaborate with cross functional teams for better business patterning with Sales, GTM, Marketing, Finance, Supply Chain.
• Customer centric approach and strong relationship management for engagement of channel partners and customers.