DESCRIPTION OF ROLE

The ASM (Area Sales Manager) leads cylinder sales in the assigned Area, ensuring market growth and responsiveness to competition and market developments. The job holder shall ensure effective Distributor and Stakeholder Management to grow Proto’s market share and sales volumes while developing sales capability within the assigned team.

KEY RESPONSIBILITIES & DUTIES

• Conduct daily morning market plans with the distributor to identify the daily execution standards; ensuring daily morning presence at the distributor’s premises before proceeding to the market.
• Conduct sales visits to existing and potential outlets in the assigned territory in order to achieve the territory planned sales targets and ensure sustained business growth.
• Achieve product availability targets for the assigned area through liaison with the distributors in the territory and effective management of the SR.
• Brand & Category Knowledge - Persuasively sell the key features and customer benefits of Proto’s brands and products.
• Understand customer needs and motivations and use of this information and insights, working with distributors, retailers and Sales Representatives to valuably unlock growth.
• Know your market universe and map into territories based on the market’s segmentation guidelines.
• Joint Customer planning with distributors – Plan and sell a value driven joint customer plan which includes performance measures and review on a weekly/monthly basis.
• Plan and Develop Execution Standards – know every day minimum execution standard for the distributors and teams reporting to you. Understand the 365 essentials principles and translate the same to execution standards.
• Core selling skills - Coach and mentor the TSR team and distributors ensuring compliance to Proto’s standards and targets achievement.
• Activation and Execution – Collaborate with customers to build longer term execution plans which you supervise to ensure standards are being met creating course correction measures where required.
• Commercial Awareness - A deep understanding of financial levers e.g., Spend, Volume, Margin and profit performance within the area of responsibility and make good business decisions that drive positive outcomes.
• Team development and Coaching – spend at minimum the market’s defined time conducting trade accompaniments and ensure feedback is focused on enhancing the team’s capabilities to drive growth.
• Lead Promotional Execution – monitor and own the activation of all promotions in the market, ensuring they happen On Time and In Full.
• Work with distributors to develop sales capability within their organizations.
• Ensure the constant updating and implementation of trade coverage plans for the area.
• Drive a strong culture of sales excellence, compliance, ensuring adherence to Code of Ethics and Conduct, global and local standards, policies, applicable manuals and health and safety requirements in the work environment.
• Adherence to Internal / external process controls and Audit requirements.
• Partnership with the Commercial and Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

Must have skills

• Ability to identify commercial opportunities
• Develop strategy and Execution of business strategy
• Performance management
• Adherence to controls and guidelines
• Having and enforcing high integrity.

Qualifications

• Bachelor’s degree preferably in business management, sales or marketing
• Experience in Sales & Marketing field achieving stretched targets, preferably in FMCG channel/distributor management.
• Experience in RTM development, selling & negotiation, marketing strategy, customer relationship management.

• Conduct daily morning market plans with the distributor to identify the daily execution standards; ensuring daily morning presence at the distributor’s premises before proceeding to the market.
• Conduct sales visits to existing and potential outlets in the assigned territory in order to achieve the territory planned sales targets and ensure sustained business growth.
• Achieve product availability targets for the assigned area through liaison with the distributors in the territory and effective management of the SR.
• Brand & Category Knowledge - Persuasively sell the key features and customer benefits of Proto’s brands and products.
• Understand customer needs and motivations and use of this information and insights, working with distributors, retailers and Sales Representatives to valuably unlock growth.
• Know your market universe and map into territories based on the market’s segmentation guidelines.
• Joint Customer planning with distributors – Plan and sell a value driven joint customer plan which includes performance measures and review on a weekly/monthly basis.
• Plan and Develop Execution Standards – know every day minimum execution standard for the distributors and teams reporting to you. Understand the 365 essentials principles and translate the same to execution standards.
• Core selling skills - Coach and mentor the TSR team and distributors ensuring compliance to Proto’s standards and targets achievement.
• Activation and Execution – Collaborate with customers to build longer term execution plans which you supervise to ensure standards are being met creating course correction measures where required.
• Commercial Awareness - A deep understanding of financial levers e.g., Spend, Volume, Margin and profit performance within the area of responsibility and make good business decisions that drive positive outcomes.
• Team development and Coaching – spend at minimum the market’s defined time conducting trade accompaniments and ensure feedback is focused on enhancing the team’s capabilities to drive growth.
• Lead Promotional Execution – monitor and own the activation of all promotions in the market, ensuring they happen On Time and In Full.
• Work with distributors to develop sales capability within their organizations.
• Ensure the constant updating and implementation of trade coverage plans for the area.
• Drive a strong culture of sales excellence, compliance, ensuring adherence to Code of Ethics and Conduct, global and local standards, policies, applicable manuals and health and safety requirements in the work environment.
• Adherence to Internal / external process controls and Audit requirements.
• Partnership with the Commercial and Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

• Ability to identify commercial opportunities
• Develop strategy and Execution of business strategy
• Performance management
• Adherence to controls and guidelines
• Having and enforcing high integrity

• Bachelor’s degree preferably in business management, sales or marketing
• Experience in Sales & Marketing field achieving stretched targets, preferably in FMCG channel/distributor management.
• Experience in RTM development, selling & negotiation, marketing strategy, customer relationship management.