The Hershey Company Hiring for Mgr Area Sales South MT at Bangalore Full Time

ASM MT South

Location: Bangalore, Karnataka, India

Major duties & key responsibilities:

Strategic Planning & Increasing Sales:

• Participate in the annual sales planning process providing relevant data, insights, forecasts, etc.
• Prepare quarterly and half yearly sales plans in alignment with overall customer development and region strategy
• Prepare Permanent Journey Plan / Beat plans as per the guidance of the supervisor and share with the Sales Officers to be cascaded down to Merchandiser.
• Study assigned geographic area’s growth, impact on customers and defined sales plans based on factors such as sales forecasts and potential growth
• Assign sales targets to individual sales officers, allocate geographical areas to be serviced by sales representatives as per the defined sales plan

Establish guidelines around identification of target customers in order to increase business opportunities through various routes to market

Monitoring & Reviewing

• Review performance by each territory for the assigned area as per the targets of sales volume, margin, market share, product, etc.
• Compile and analyze sales figures from the sales officers, conduct performance review meetings and present overall geographic area results
• Conduct market visits and collect customer feedback and suggest action plans to the supervisor for increasing customer value / customer satisfaction
• Analyze market research data to forecast state of competition and the anticipated challenges
• Keep abreast of changes in the market / retail environment and competitor benchmarking.

Account Management / Distributor Management

• Establish and maintain relationships with the key distributors and MT Accounts in their regions in order to ensure right offtake at right time
• Identify new distributor partners, review performance and empanel in order to expand distributor network
• Should Track Fill Rate and ensure the region is above the Targeted CFR for the region.
• Review and escalate (if needed) any non-executions of planned initiatives to KAMs, Accounts in due course. Conducts and submits ROI reports for paid activities.
• Review distributor performance, aid filing & approval of distributor claims based on the pre-defined parameters of sales volume, revenue etc. and understand issues faced by the distributors

Coordinate with the internal teams such as GBS in filing and approval of distributor claims in maintaining the commercial hygiene.

People Management

• Conduct interviews for selecting right candidate for open positions
• Cascade overall functional goals for team, set up objective goals and conduct periodic performance reviews. Drive Execution Excellence through the large Team.
• Communicate regularly with team members to provide organizational/functional updates, resolve conflicts, create intra-functional work groups, etc.
• Train, coach and mentor each sales officer on negotiation and consultative skills, geographic nuances, Hershey way of working

Review and approve SO & self-expenses, coordinate with finance and GBS teams in case of challenges

Key KPIs:

• Volume of sales (INR) and top brands
• Top account month and quarter planning
• Fill rate to account
• Distribution management including those of claims
• Execution as per plan (both paid and unpaid) & full documentation fo the same
• Attrition of manpower (both on roll and off roles)

Knowledge:

• Must be from FMCG industry. Food Industry preferred
• Experienced in handling multiple categories.
• Must have experience in Modern trade
• Awareness of the regional language of area assigned preferred
• Experience in the market assigned with strong understanding of regional teams of D-Mart, Reliance & GPIL

Skills:

• Excellent management, leadership and organizational skills
• Excellent communication skills
• Exceptional customer service skills
• Outstanding negotiation and consultative sales skills
• Good analytical and problem-solving skills
• Proficient in Microsoft Office applications
• Good prioritization and office management skills

Personnel supervised:

Sales Officers (4-9)

Education:

Graduate, MBA preferred

Experience:

6 – 14 years of Experience. Has worked in FMCG industry in sales before

The Hershey Company is an Equal Opportunity Employer. The policy of The Hershey Company is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual’s race, color, gender, age, national origin, religion, citizenship status, marital status, sexual orientation, gender identity, transgender status, physical or mental disability, protected veteran status, genetic information, pregnancy, or any other categories protected by applicable federal, state or local laws.

The Hershey Company is an Equal Opportunity Employer – Minority/Female/Disabled/Protected Veterans

If you require a reasonable accommodation as part of the application process, please contact the HR Service Center ([email protected]).