Area Sales Manager- Rajkot, Cons Repl

Position Description:

The Frontline Sales Associate is the point of contact for the channel partners in replacement sales vertical. The FSA is responsible for the execution of agreed sales and profitability targets established within the assigned sales area by acquiring new business and maintaining/growing business from existing customers. They are also responsible for handling problems, overcoming obstacles and representing the brand.

Principal

Responsibilities

• Responsible for achieving business objectives in the designated sales territory while following the sales processes.
• Provide appropriate and agreed levels of contact, service and support to ensure sales targets are met.
• Plans, executes and reports on the sales activities in the assigned sales area.
• Has expert knowledge on the features and benefits of available products/ services and supports the channel partners to resolve any issues.
• Adept with the knowledge of company policies/ procedures regarding personal conduct/ HSE standards and acts in compliance with all regulations.
• Identify, plan and develop new customers in line with business development plans/ targets.
• Identifies business opportunities, pinpoints and tries to resolve existing and/or potential problems.
• Proactively informs the line managers about the required sales support level (including marketing, technical, logistics and control) and cooperates in and coordinates the implementation of the defined activity.
• Delivers periodical progress reports and proactively submits recommendations regarding the improvements in the approach to the marketplace.
• Monitor sales against agreed targets on a regular basis to ensure they are met and where necessary the need for remedial actions are identified, reported and implemented.
• Collects, reports and analyzes the customer feedback / information on present as well as future market trends in the context of possible further market penetration.
• Cooperates with the other departments in the implementation of approved service solutions.
• Promotes the positive company image and develops long-term relations with the customers.

Key Performance Indicators

• Achievements against AOP (Volume, product mix, Channel activation & expansion, etc.)
• Share of Accounts (SOA), SOM (Share of Market)
• Sales Process adherence

Required Experience:

• 5-6 Years of prior experience in scaling up distribution network is required. Experience of managing distributor and direct retailers would be an added advantage.
• An understanding of tire industry and products would be a distinct advantage. Consumer durables, FMCG sectors are also preferred.
• Experience of managing distributor and direct retailers would be an added advantage.

Education

• A regular ( full time) graduation degree from a recognised university is essential
• MBA / PGDBM is desired

Personal Skills/ Attributes/ and

Qualifications:

• Highly motivated sales professional with a passion for delivering business growth and results.
• Knowledge of business concepts (profit, margin, variable cost, ROI), industry best practices, sales & negotiation techniques, and sales processes.
• Problem Solving skills
• Excellent communication skills - both written and verbal.
• Flexibility for upcountry and local travel