About the Role:
If you are looking for a dynamic working environment, decisiveness and a broad scope of responsibility, this role can interest you. As Area Sales Manager, you will ensure the achievement of sales objectives and coordinate with Area Managers and Customer Team Managers.
Main Responsibilities:
Sales Strategy
- Propose goals, sales strategies, channel and customer plans for the area managed
Sales Forecast, Budget and Objectives
- Develop and manage operatively weekly rolling sales forecasts for the assigned area
- Ensures in line with business objectives the proper management of budget (reach targets on trade spending, returns, profits)
- Propose area sales volume budget and trade expense for PMT (by city, POS, product, SKU)
Customer plans and sales development
- Detect and propose business development and growth opportunities, ensure quantity and quality development in the assigned area (Business Blocks KPIs)
- Properly distribute resources (human, financial, POSM, etc.) for most effective ROI
Negotiation
- Presents, negotiate and sign agreed budget with distributors and wholesalers (Define and communicate objectives and policy to customers)
Field Management
- Defines with distributor the level of service expected (business model, dedicated vs shared sales force,KPIs etc) and monitor the actual outcome
- Ensure application of national and local KA agreements
- Ensure achievement of the area sales targets (Building Blocks KPIs)
- Propose sales force structure – dedicated vs shared sales force etc., location, headcount
- Manage distributors and wholesalers, ensure payment to Ferrero, follow up credits and assure the information flow from distributors on sales and expenses
Planning and control
- Plans daily and weekly routing and ensures conformity by sales representatives
- Monitors field activities performance and accomplishment of sales conditions, agreements and relevant BB KPIs
- Ensure stock management and control, propose actions to resolve over-stocks, out-of stocks
- Ensure that all agreed reports are provided timely and accurately - from distributor, from the sales force and ensure accuracy, up & down with KAM (actuals on stocks and sales, freshness, other regional reports, reports from promoters)
Marketing and Trade Marketing
- Implement brand strategies, achieve qualitative and quantitative objectives set by marketing, report on opportunities, obstacles
- Ensure implementation of TM activities, active and proper in-store activities execution
- Is responsible for control: visibility, positioning of POSM and takes measures to execute trade marketing activities if they are not in place
- Makes proposals on new types of POSM and in-store activities to Regional TM Supervisor
- Control work of Promoter (during market visit) – presence, presentation etc. Report on issues to Regional Trade Marketing Supervisor.
Managing Human Resources
- Define sales targets for the structure managed by SKU, control results
- Regularly evaluate performance of the structure assigned through joint visits and market visits: evaluate achievement of the BB KPIs, effect coaching and motivate subordinates
- Participate in recruitment and selection according to the job descriptions and company values
- Train new comers on merchandising, sales skills, Trade marketing execution, explain Ferrero sales
- principles and commercial policy, communicate new products, new projects, promo etc
Referral Code : B
About You:
• 5+ years’ experience in Field sales
• Experience gained in the FMCG segment with a proven track record of success in a similar role
• Demonstrable experience in managing complex teams
• Fluent English,Telugu
Our Benefits & Perks:
Careers with caring built in - discover our benefits here.
About Ferrero:
Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.
DE&I at Ferrero:
Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.
Find out more here.
