Area Sales Manager - Karachi

Job Description

Auto req ID: 197615BR

Job Description

Main Purpose:

Lead the sales team in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long term organizational strategy.

Qualifications/Requirements

Accountabilities:

Strategy and AOP:

  • Set clear and SMART objectives to ensure delivery of AOP for developed for Afghanistan and Strat Plan in line with Pak BU goals and cascade locally to third part /distribution team
  • Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category
  • Implement & cascade action plan to sales team to execute counter strategies
  • Strategize and brainstorm with Operation Manager to drive sustainable growth objectives & re-align strategy where necessary
  • Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables
  • Review progress as objectives at weekly meetings and take corrective action as appropriate

Productivity and Financials:
  • Ensure smooth flow of information to Operation Manager and Senior management to aid strategic decision making & ensure all financial & sales data is factually correct
  • Monitor & manage trade discounts with sales team month on month
  • Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability
  • Implement quality & control measures at distributor outlets – FIFO, stock numbers etc.
  • Responsible for depot sales tracking & to assist Ops Manager in strategic planning against data gathered on a monthly basis
  • Drive productivity optimization & motivation for sales team and DSRs through daily interaction; weekly meetings & setting smooth operating procedures

Market Share & Market Visibility in Afghan Market:
  • Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity
  • Drive corporate marketing agenda with Afghan focus through customized local promotions, SD Drives, Display drive, merchandising tools and promotion initiatives and activities
  • Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms
  • Analyze & propose promotions with positive financial impact through rationalization of brand plans
  • Market intelligence & competitor analysis – Monitor competitor activity and identify response plan in liaison with Operation Manager
  • Ensure execution of all merchandizing, display & operational priorities across territories
Process Improvement:
  • Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.
  • Build and maintain communication with Head Office/ Supply chain on product supply and POP related matters
  • Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders
  • Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs
Team Building:
  • Assess and track team capability through ongoing feedback, regular review meetings & KPI tracking
  • Conduct core skills assessment with TSS and DSRs to ensure strong coaching and selling skills
  • Conduct field training to ensure market excellence in all areas

Relocation Eligible: Eligible for Limited Relocation
Job Type: Regular