MT -Area Sales Manager Consumer Business Group
Job Description
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Job Description- Sales
POS ach. as per targets
Grow above Macro; drive store level shares; grow faster than category
Achieve MT / product level market share objectives- Opportunity identification
Opportunity Identification by Store, Chain, Area: Sku, Product, Share of Shelf, Planogram, Sales Call, Merchandising in store, team efficiency
Plug Gaps systemically with KAM's on Product- availability/linking of key articles, ARS streamlining
SKU/Chain/Store opportunity identification through POS Data analysis
Asset effectiveness- Pre vs Post analysis-sample stores-for actions/learnings to replicate- Planning
Planning: Store Growth Plans (Top Stores)
Monthly store wise target & focus sku (Sources of Growth) planning
Monthly execution element planning to achieve the POS targets
Plan Account led initiatives in the area to lead & drive growth at region/ area / store level
Prepares PJP for the Quarter & ensures roll out monthly- Operations: Execution
Daily POS verification & action plan by store (tracked stores) for the day
Regional team of Chain: Monthly connect: to drive month's / quarters execution plan and review them periodically
Top Stores- Monthly connect to achieve the execution & POS objectives
Instore visibility plans for the month to aligned with store/region to be executed
Drive execution elements & POS in direct non-covered stores: through Regional/Store teams
Ensure fair share of shelf for 3M range is achieved in their area/store/chain
Ensure TOT assets are executed by Stores / Chains
Audit the execution plan of the team and take corrective actions- Market intelligence/Shopper behavior
Store vs Cat Vs 3M performance in the region / area
Shopper buying behavior / preferences in the region/area / store & by chain
Monthly programs or SOG (sources of growth): what's working / what's not And suggestions to improve performance- Training
Frontline/Supervisors/OE or SPOC- training on issues handling/ capability building to make them work efficiently as per expected behavioral traits
Products/category- training on expected store executions- elements/priorities/Sharing on learnings from analysis
Review Manpower efficiency, store execution (elements- quality/qty)- share improvement suggestion to frontline-get executed
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