Area Sales Manager

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Date: Dec 31, 2024

Location: Karachi, PK

Company: Coca Cola İçecek

Job Identification

Area Sales Manager

Mission Statement

Area Sales Manager will be responsible for leading the business towards achieving key financial and business objectives for his designated area. Directly responsible for the delivery of sales operations objectives, including availability, growth in market share and driving top and bottom line growth in terms of channel management.

Main Responsibilities

Main Responsibilities...

  • Develop strategic plans to achieve targeted primary & secondary volume, numeric, weighted distribution and market share
  • Helping distributors in managing their Primary Loads, coordinating the process from generation of ‘distributor order form’ till dispatch of load from the plant/ warehouse
  • Execute plans for enhancement in cold availability of all SKUs by channel to increase secondary sales.
  • Supervise the segmented POS execution through focusing on trade channels to achieve the set objectives of commercial leadership and SFE KBIs (green, red, gold)
  • Deployment and management of assets. Ensure and monitor cooler productivity and assets are properly injected/placed and optimal utilization of company’s assets in the market i.e. Coolers, glass, shell, signage/activation materials etc.
  • Supervise/monitor the stocks transactions at all levels against planning and forecasting.
  • Ensuring profitable portfolio selling by monitoring the regular discounts, trade promotions, variable margins, gross profit and NSR of the region
  • Responsible for the development of distributor annual business plan (investments, vehicles, expansion, warehousing, capability development, human resources). Ensuring distributor profitability, sustainable and smooth business functioning in line with his investment(s).
  • Distribution management through VOYAGE compliance and ensure the proper execution of sales operations, order to cash cycle, KBI’s, RTM, and shared inventory management (ensuring stock cover days and must have SKUs)
  • Market visits (as per PJP) to supervise and monitor the proper execution of set objectives/plans, to cultivate strong relationship with trade while coaching the team to ensure desire results.
  • Market intelligence regarding market share, trends, analysis, availability, competition activities etc. And to take appropriate and timely decisions to drive business results.
  • Planning the training and development plan and performance evaluations of his/her team, (Onboarding, OJT and other training programs), leading the employee engagement processes for both CCI and distributor.
  • Managing distributor formation and change management
  • Monitoring the efficiency & verification of equipment, ensuring sustainable development and extending the best practices
  • Managing the equipment investment within business plan efficiently

 

  • 6-7 years Managerial experience in beverages or FMCG.
  • Sound Knowledge of Financial Management, Business Environment and Trends.
  • Sound knowledge in Distributors Management.
  • Commercial acumen and focus.
  • Ability to establish effective working relationships with the targeted customers.
  • Must be achievement oriented and focused on producing results.

 

Candidate Education

Bachelor/ Postgraduate 

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