Area Development Manager

2 weeks ago


Abu Dhabi, Abu Dhabi, United Arab Emirates IFFCO Full time

Job Summary:


Responsible for Sales for GT channel for assigned markets as well as all sales transactions, operational duties and providing customer support for quality service, customer satisfaction and driving profitability.


Roles & Responsibilities:

  • Achievement of Sales & Collection target(DSO)
  • Attending Pre S&OP session monthly to ensure our category wise targets and support are achieved.
  • Controlling over due by tracking and reviews with sales reps.
  • Customer Relationship management
  • Customer Business review on regular basis
  • Daily monitoring of category wise sales.
  • Ensure all BDA are implemented in the market (i.e. Visibility, Availability, SOS, Pricing)
  • Ensure all rental displays are followed and adhered by the customers and merchandisers.
  • Ensure market execution of new product launch and displays
  • Ensure overall collection targets are met as per the deadline
  • Ensure store level merchandising as per the planogram defined by category.
  • Ensure the PMS numbers are achieved monthly/Quarterly for GT channels.
  • Field Coaching for the team to ensure the execution is done OTIF.
  • Focusing promotion activities with key customers.
  • Forecasting and OTIF deliveries
  • Leading a team of 27 people i.e. JM, SR, Merchandisers, Helpers.
  • Managing P/L of assigned territory.
  • Monitor OSA implementation and execution.
  • Monitoring Competitor activities.
  • Monitoring Line per productive call (LPPC) right assortment mix
  • Monitoring route plan adherence
  • Motivate and direct Sales Team to Achieve the Sales Target & Collection Target day to day bass
  • Negotiate Annual Business Development Agreement.
  • On field training on sales representatives & merchandisers
  • Outlet wise target plan
  • Plan and Achieve category wise target
  • Plan in store activation.
  • Plan to achieve Monthly/Quarterly/Yearly
  • Budgeted Targets.
  • Planning and executing Secondary activations/ National promotions
  • Planning and Forecast for IFFCO brand by SKU wise
  • Product Execution, Product Listing & Availability
  • Provide monthly task plan to sales and ensure achievement
  • Resolve customer complaints regarding sales and service.
  • Targeting and Tracking customer wise and category wise in micro level.
  • Team Management
  • Timely collection of payment
  • To be on the pulse of the number that has to hit every month by Brand Wise & Category Wise.
  • Weekly Market receivables review with Sales Rep.
  • Weekly Sales Team Meeting.
  • Work on the Key Accounts Management for GT top outlets to have incremental growth

KPIs:

  • Drive reduction in overdue % ( Debtors) & Debtors days
  • New Customer development
  • Drive FCS& Monthly score card for spot vans as well as presales routes
  • Achieve Budgeted Sales Target
  • Debtors & Overdue
  • Market Returns (Damages/Expiries)
  • Value and Volume Market Share Increment
  • New Product Development
  • NPD listing
  • OSA
  • Payment Collection
  • Productivity
  • Receivables and Overdue
  • Waste reduction.

Work experience requirement:

  • 5 to 7 years' experience in Sales role in the assigned market.
  • 5 years' experience in managing the GT channelss for FMCG industry, preferably dealing with food products sales

Qualification:

  • Bachelor degree in business or management related field
  • MBA degree in business or management related field

Competencies:

  • Business Acumen
Financial Acumen
Knowledge of Value Chain Management
Sales and Distribution Strategy Management
Consumer Behavior B2B and B2C
Communicating effectively
Self and Team Management
Planning & Decision Making
Customer Centricity
Ownership & Result Orientation

  • Business Unit: S&D(UAE

Business Group:
S&D(GCC) (240)

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