AREA SALES MANAGER GT

Himalaya Wellness Company; Bengaluru; On-site; INR 700,000 - 1,000,000; Full time

Job summary

Himalaya Wellness Company is seeking an Area Sales Manager in Bengaluru, Karnataka. The role focuses on achieving sales targets in the FMCG sector through effective team leadership and channel management.

The ideal candidate will drive business excellence by identifying and developing key clients while mentoring a team of Sales Officers. Strong experience in sales planning, forecasting, and competition tracking is essential. This position offers opportunities for professional growth and team development.

Qualifications

• Experience in FMCG sales and territory management.
• Proven ability to mentor and lead a sales team.
• Strong skills in data analysis and market research.

Responsibilities

• Achieve primary and secondary target for assigned territory.
• Manage channel and cost effectively.
• Mentor and train team members for skill development.

Skills

Market Share

Bill Cuts

Go To Market

Dealer Per Lakh

Effectively Covered Outlet

Total Calls

Profit Contribution

Job description

Job Details

Role: Sales

Unit: FMCG - General Trade [GT]

Division: OTC Trade Division

Designation: Area Sales Manager [ASM]

Roles and Responsibilities

• The Area Sales Manager will be responsible for primary and secondary target achievement of the assigned territory.
• Handle General Trade [GT] Channel.
• Adept at identifying and developing key clients for business excellence and accomplishment of targets.
• Primary and secondary target achievement of the area.
• Monthly Sales planning and forecasting, considering the shelf life.
• Channel Management.
• Cost Management.
• Month wise business forecasting, bench marking the previous year.
• Data & aligning with the Annual Operating Plan.
• Competition tracking & making proactive plans to counter the new entrants.
• Allocate manpower in different areas depending upon the individual capabilities.
• Mentor, motivate and guide team members ensuring sales - business generation and achieving budgeted figures, and activity ratio on monthly basis.
• Training subordinates to develop requisite skills, conducting trainings on products, selling skills, lead prospecting and closing skills.
• Will be handling a team of Sales Officers and reporting to Regional Sales Manager.

Key Skills

• Market Share - Market share is the percent of total sales in an industry generated by a particular company. Market share is calculated by dividing the company's sales over the period by the industry's total sales over the same period.
• Bill Cuts - Bill cut is calculated by multiplying the total number of outlets within the territory by 4 (one visit to an outlet in a week, four weeks in a month). This gives the total number of possible calls that can be made by a salesman.
• Go To Market [GTM] - A go-to-market (GTM) strategy is a plan that details how an organization can engage with customers to convince them to buy their product or service and to gain a competitive advantage.
• Dealer Per Lakh [DPL] - DPL (Dealer Per Lakh) and ND (Numeric Distribution) are very important metrices of coverage expansion used in FMCG sales.
• Effectively Covered Outlet [ECO] - In the FMCG sector, ECO or Effectively Covered Outlet is a metric that defines the number of outlets out of a total number of outlets on a route, market, or territory that are making at least one sales memo in a month.
• Total Calls [TC] - To improve this metric, a salesperson must focus on improving the number of Total Calls (TC) by being able to average at least 40-45 calls per day.
• Profit Contribution [PC] - We segment all the different ecommerce revenues and expenses in your P&L in their respective profit contribution categories.
• PC is a profit measure in your P&L: revenues - costs.