Area Sales Manager

About Us

VBL is part of the RJ Corp group, a diversified business conglomerate with interests in beverages, quick-service restaurants, ice-creams, and healthcare. VBL is one of the largest franchisee of PepsiCo in the world (outside USA); with over 3 decades of association with PepsiCo. In India, VBL is a key player in the beverage industry in India with presence in 27 states & 7 union territories. Our overseas operations span across Indian subcontinent (Nepal & Sri-Lanka) and Africa (Zambia, Zimbabwe & Morocco).

Purpose of the Job

Job Context:

• Drive Sales Volume and revenue growth profitably by leveraging the growth opportunities, coaching the Frontline team and managing DBRs effectively 

Details of the Job

Job Role/ Title: Area Sales Manager

Level: M03/M04

Function: Sales

Reporting Manager: HOS/ SM

Manager’s Manager: MUGM

Team Size: 8-10

No. of Direct Reportees: 8-10 CEs

Key Accountabilities(1)

Accountabilities    

Sales Volume

Deliver the sales volume target by developing market in the assigned territory as per Annual Operating Plan

Add new outlets which should contribute to achieving annual volume/value targets

Market Execution

Drive sales volumes of FMO (Focus of the Month) products and increase the Unique SKU count in the outlet and ensure Product range availability

Drive Cooler / rack productivity by planning deployments/redeployments of resources based on Cooler/Rack governance protocols

Required to closely work with relevant stakeholders for aligning the stock requirement as per the plan in the Region

Market Knowledge

Track competitor activity on a continuous basis and take action to counter competitor strategies in order to increase market share

Key Accountabilities(2)

Distributor Management

Regularly monitor the stock levels at the distributors and ensure availability of stock

Identify and trouble shoot issues by conducting periodic visits

Cost Control

Adherence to all processes by ensuring that there are no pending claims/ settlements with internal and external partners

Development of team

Understands the business issues and support the team to resolve in a timely manner. 

Monitor and train the CEs, provide support and coach the team on driving the business objectives.

Identify the key talents, help them nurture and enhance capability to take up more responsibilities.

Monitor progress against the plan in the Weekly Commitment Meetings and Monthly planning meetings.

New Initiatives

Identify key issues and working on driving innovation and leverage technology in order to achieve business objectives

Key Interface

External Interfaces

Distributors, retailers, key accounts

Internal Interfaces

HOS, MUGM, COO, Marketing, BD, MEM, Commercial

Education & Experience

Education Qualification (Highest) with Target Institute(s) Full-time MBA from a reputed Management Institute

Experience Range: Minimum 3-5 years of Sales, preferable from FMCG industry

Desirable experience: Experience in Beverages Industry would be an added advantage.

Competencies

Skills Required(1)

Functional Skills

• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proven ability to drive the sales process from plan to close
• Strong business sense and industry expertise
• Successful experience in consistently meeting or exceeding targets

Behavioral Skills

• Good Interpersonal Skill
• Good Communication Skill

• General Awareness:  Knows the fundamental or general understanding of concepts.
• Working Knowledge:  Has broad job knowledge; knows and applies the full range of concepts and practices.  Has broad / working knowledge of the subject. Candidate should use these concepts in day to day practices.
• Functional Expert: Candidate is certified functional expert with strong knowledge on concepts.
• Mastery: Candidate is subject matter expert and has command over the subject/ concepts.

Skills Required(2)