Area Sales Manager - General Trade (South Gujarat)

Beiersdorf Group; Surat; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

The Area Sales Manager at Beiersdorf India will drive General Trade sales for the assigned region, lead and coach the sales team, and align with the Regional Sales Manager to meet territory objectives.

Key duties include planning and monitoring sales activities, managing distributors, ensuring visibility norms, supporting product launches, and collaborating with marketing, supply chain and finance. Regular travel within the region is expected.

Qualifications

• Post-graduate MBA in Sales and Marketing preferred.
• 7+ years of experience in managing general trade sales within FMCG.
• Excellent MS-Office skills.
• Languages: excellent command of spoken and written English.

Responsibilities

• Meeting volume and value objectives of the assigned territory within budget and policy parameters.
• Plan, implement and monitor traditional sales activities with the territory.
• Support Sales Forecasting SKU-wise for the territory and assist production planning.
• Guide Business Development Executives/Officers to appoint profitable distributors.
• Regularly visit NIVEA distribution centers and conduct audits as needed.
• Collaborate with Marketing to plan consumer- and POS-driven activities.
• Ensure visibility norms and maintain merchandising elements across the territory.
• Plan and execute product launches in the territory.
• Maintain pro-active contact with Regional Sales Manager and relevant teams.
• Prepare timely reports to internal stakeholders.
• Participate in recruitment and development of Sales Officers/Executives.
• Lead, train and motivate the sales team through regular field coaching.
• Engage daily with local distributors to support business and build infrastructure.
• Drive new business development in coordination with Traditional Trade Manager.
• Travel extensively within the region to gain market insights.
• Document trade expenses and seek prior approval for audits.
• Monitor competitive activities and communicate insights in monthly reviews.

Skills

MBA in Sales & Marketing

MS-Office

English proficiency

Education

Post-graduate MBA in Sales and Marketing

Job description

Your Tasks

The Area Sales Manager is responsible for the sales performance of the General Trade Channel (as defined by NIVEA India) for the assigned Region / Territory in India. They will assist the Regional Sales Manager in delivering the overall territory sales objectives, supervises, fine-tunes and monitors the execution and takes pro-active initiatives to cease every opportunity to increase the sales in accordance with the companies’ policies and strategies

They heads and coaches the Sales Team reporting to him/her. It is his/her obligation to form an efficient and effective team that isperfectly cooperating with all internal and external partners. The Senior Area Sales Manager is to discuss and set clear targets for the team members in alignment with the Regional Sales Manager and to track the fulfillment.

ANNUAL/DAY-TO-DAY BUSINESS MANAGEMENT

1) Meeting volume and value objectives of the assigned territory within budget, time and policy parameters through efficient control of thedistributor network and staff.

2) Planning, implementing and monitoring all traditional sales activities within the assigned territory as an entrepreneurial manager,particularly providing an annual drive plan for the whole territory in collaboration with the Traditional Trade Manager.

3) To support the Regional Sales manager in Sales Forecasting SKU wise for his/her territory based on sound analysis and support theproduction team for correct production planning.

4) Guiding the Business Development Executives/Officers to appoint and sustain profitable distributors partners

5) Should have regular contacts and visits to NIVEA distribution centers. To help the commercial team by conducting regular audits fromtime to time.

6) Close contact with and internal consultancy to the Marketing Team at planning and implementing consumer- and POS-driven activitiesin traditional channels

7) Responsible for executing visibility norms across the territory as per NIVEA standards. Is also accountable for tracking and maintainingall company merchandising elements in his/her territory

8) Is responsible for product launch planning and its execution in his/her territory.

9) Pro-active, regular contact with the Regional Sales Manager/RLUM and with the relevant team-members of NIVEA India, particularlythe marketing & supply chain team

10) Regular and timely reporting along pre-defined formats to relevant internal stake holders

11) Be involved on recruitment of Business Development executives/officers and their timely appraisal including identification anddevelopment of potential.

12) Lead from the front to drive and motivate his/her team of Sales Officers, through regular sales contacts and On-The-Job-Trainingstraining.

13) Pro-active daily contact to the local distribution partner(s) to support their business, and to gradually build on infrastructureparameters to take the NIVEA business forward.

14) New Business development: Constantly seeking new opportunities to increase and extend the scope of NIVEA’s business operationsin close cooperation with the Traditional Trade Manager

15) Extensive traveling within the region in order to get market insights from the total territory.

16) Documentation and seeking prior approval of all trade expenses for audit purposes

17) Track competition activities monthly. Document and communicate the same to the marketing & sales management team in themonthly review meeting

Your Profile

• Post-graduate MBA in Sales and Marketing preferred

• 7+ years of experience in managing general trade sales within FMCG

• Excellent MS-Office skills

• Languages: excellent command of spoken and written English

At Beiersdorf, we want to help people feel good about their skin – and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values – CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

Additional information

For further information please reach out to your responsible HR - Tabassum Shaikh.