Dear Members,

Please find the below job Description of ASM for Guwahati &

Position : Area Sales Manager
Reports to : Sr.ASM / BSM

Required : MBA from 08 Batch Premier Institute.
Location  : Guwahati (North East) & Vijaywada (Costal AP)

JOB DEFINITION:  AREA SALES MANAGER for Guwahati & Vijaywada     


 Accountabilities :


1.      Defining territory boundaries and constraints

2.      Analysing territory workload and assigning resources to territory, ensuring that it is well represented
customer outlets

3.      Authorising and monitoring the customer contact schedule

4.      Generating different initiative scenarios, defining field action plan(s), setting and communicating
objectives and tracking results

5.      Orchestrating field activities, overseeing product placement, display and distribution, pricing and

6.      Ensuring field force capability to deliver consumer objectives and achieve financial and strategic

7.      Evaluating field force performance with a view to making improvements or changes that will build
coaching individuals and teams, dealing with performance issues

8.      Building and maintaining effective customer relationships


In order to succeed in this role, it is expected that you will have:

a)      Experience in Managing a territory

b)      Experience of Trade Initiatives to include promotions, new products and pricing

c)       Negotiation and customer management skills

d)      Understanding of Cost to Serve elements

e)      Understanding of Gross to Net management

f)        Ability to manage team(s)

g)      Strong coaching ability


   Key Performance Indicators :

Success in this role will be measured through a balance of qualitative and quantitative performance
that are aligned to the appropriate balanced scorecard. These will form
part of
your annual objectives


1.      Volume Achievement

2.      System Hygiene

3.      New Brand Performances

4.      Innovations, which are cost effective and replicable

5.      Capability development of Sales Officers

6.      Influencing Brand Managers to support local initiatives

7.      Liason with Branch Logistics and Head Office Logistics to ensure adequate stock



Key Relationships:

·            Retail Distributor

·            Retail Distributor Salesmen

·            Commercial Finance Business Partner at Branch

·            Branch Logistics Co-ordinator at Branch

·            Brand Managers & Customer Marketing Managers at Head Office

·            Sales officer & Area Sales executives



   Values in Action :

We have a broad framework of leadership imperatives that demonstrate our values in
practice. This framework has been developed further to indicate the kind
behaviours that would help you to succeed in this job and live up to our

values.  However, these should be treated
as broad guidelines and, as we value diversity, you are free to develop
your own
individual style and approach accordingly.




Ensures clarity of  purpose and responsibilities for self and

Measures and delivers the required capability building outcomes

Takes responsibility for ensuring collaborative and effective working with teams, notably the customer
team, to deliver results


Focuses on capability building contribution to business success and new value creating opportunities

Has the drive and resilience to succeed, moves quickly to seize opportunities and to counter competitive


Responds to challenging goals and takes considered risks where appropriate


Is open-minded, and shows flexibility in approach for different situations,
delivers innovation to the customer

Has excellent change management skills, particularly skillful in leading culture
shifts towards a consumer focus

Has a customer service orientation, is commercially astute


Motivates and inspires colleagues to take appropriate actions which add value to the business, is a highly

effective negotiator  

Builds and maintains constructive and long-lasting customer relationships

Is a great coach, creates a supportive and challenging environment where excellent performance is
is aware of own personal style and effect on

If interested then Please revert me back with your Updated Resume at

Sanjog Dalvi
ACH Management Consultants.

V: 33



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