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Job Description
Job Description

Job Title: Area Sales Manager - Modern Trade

Reports to: Modern Trade Head

Job Function:

Objective is to deliver sales through effective management of all nominated accounts focusing on range distribution, display, TOT, promotion management, category development, relationship building and in store execution of plans utilizing the agreed operating resources in a highly matrixed environment.

Working Relationship:
  • Reporting to the Modern Trade Head

  • Supervising a team of TSI, Merchandiser & Promoter

  • Working close with GT ASM/TSIs for specific requirements

Roles & Responsibility
  • Develops the annual account plans

  • Establishes the product range & Display positions as per UB planograms

  • Creates and manages budgets covering costs display and promotion costs.

  • Facilities achievement of sales targets.

  • Provide inputs relating to category management to TSI for them take on the activity with accounts.

  • Reviews with all major accounts on a quarterly basis.

  • Prepares monthly account level rolling a promotion with prior approval.

  • To ensure that the sales volume and value generated on an on-going basis is as per the potential identified of that region.

  • To be the administrative head of the TSIs in the region, and be their supervisor, coach, mentor and controller.

  • To achieve excellence in stockist management. To achieve excellence in day to day operations of CFA in consultation with the Commercial Manager.

  • Responsible for Channel Management in terms of establishing Performance Evaluation system & parameters, & monitoring both the Stock & his TSIs on those.
  • Monitoring budget allocation and expenditures to bring in Administrative controls in terms of T&E/ S&D and Promotion.
  • Sales forecasting.
  • Control damages and maintaining stock hygiene at CFA/ RS/ Retail levels
  • To ensure Stockist infrastructure and investment in line with business plans
  • To execute BTL activities as per defined expectation and within approved budgets

Key Outputs
  • Appointment of stockists who have the interest and capability to manage the UB business & cracking new chains.

  • Achievement of target volume and distribution in his area

  • Management of sales team and other infrastructure within designated budgets

  • Successful achievement of launch targets as UBs portfolio is expanded

  • Reports from the region to indicate sales outputs, productivity of CFA and Stockist resources, further potential, etc.

  • Competition tracking

  • Updated reconciliation of stockist account with timely claim settlement

  • Fiscal discipline wrt claims budget approved and T&E statements

  • Smooth S&D operation by liaising with functional support teams like commercial, logistic etc

  • Bachelors degree is must
  • Post Graduation preferred


Hindi Business discussion (fluent written and spoken)

English Business discussion (fluent written and spoken)

Regional Language -- Business discussion (fluent written and spoken)


- Computer Literate (Excel, Word, PowerPoint)
- Interpersonal and communication skills
- Maturity and Integrity
- > 5 years experience of successful sales experience, preferably in target geographies, and in the food industry

Skills and Knowledge
  • Assessment of market potential and target setting
  • Knowledge of indirect tax rules in India
  • Knowledge of local market practices like salesmen working, cost of transportation within a city, track costs vs. budgets

Behavioural Skills

Reviewing and follow up skills
Critical to be able to ensure execution of planned activities within the framework of time and budget

Strong leadership skills
Courage to take tough decisions, lead in a fair but tough manner, empathy with his team and business partners

Interpersonal Sensitivity
Having the ability and confidence to respond to the sensitive internal/external issues arising on a day to day basis

Ability and confidence to work on own without being prompted to do so by others.

Ability to communicate with others by being able to pass on internal/external information in a clear, effective and efficient manner

Having the capability to act on own initiative without having to rely heavily on others.

Flexible & Diligent Approach
Ability to think out of the box to solve business challenges, diligent towards achieving productivity goals

Planning and Organising
Ability to manage the time and activities of a large team to deliver effectively business results

Drive and Self Motivation
Drive and self motivation are essential attributes for maintaining momentum within a changing and often resistant environment where the role is largely unsupervised.

Maturity & Integrity
Critical for this role given the need for commercial controls and dealing with high values with sales force members and external partners

Adaptability and willingness to learn
Critical for this role given the need for faster response to well entrenched competition and dealing with faster changes around him within the company

Process driven
Having the capability to act on company laid processes without supervision by the immediate manager.
Qualities Needed for This Jobs
Excel, Powerpoint
Candidate Profile
Job Descriptionjob Title: Area Sales Manager - Modern Tradereports To: Modern Trade Headjob Function:objective Is To Deliver Sales Through Effective Management Of All Nominated Accounts Focusing On Range Distribution, Display, Tot, Promot
Looking for Any Graduate / Post Graduate graduates profile.
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More Information
Location Mumbai
Education Any Graduate / Post Graduate
Experience 5 (yrs)
Industry Computers / IT
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