Area Sales Manager (FMCG): General Trade - North Luzon

GENERAL PURPOSE:  

Reports directly to the Sales Director of General Trade, plans, monitors, leads and controls all activities affecting a smooth sales operation.  The ASM is required to deliver the volume objectives based on set monthly targets both in sales volume and sales revenue in the assigned territory.  Execution of strategic plans related to distributor management, administration, expense maintenance, profitability and customer service, as duly aligned with company goals and directions. 

DUTIES AND RESPONSIBILITIES: 

Primary Duties and Responsibilities  

• Achievement of Brand and Category Sales to Distributor / Sales to Trade Targets in Pads and in Peso 

• Improves and execute route to market direction of the company by analyzing the trade conditions, customer demands and viability plans in order to effectively push the products to the trade level to ensure availability and visibility and to increase the customer base.  

• Achievement of targets in reach and distribution (Vertical and Horizontal) 

• Attainment of Distributor Profitability and Growth 

• Mastery of Territory, Knowledge of Area Reach Potential, Ability to map out coverage plan and reach strategy 

• Conduct Area Operational Checkpoints to discuss volume build plan, evaluate gaps and plan for recoveries 

• Conduct Distributor Business Reviews to review cycle performance and discuss urgent concerns 

• Conduct trade checks and market visits to ensure seamless execution of channel strategies, trade plans and programs 

• Conduct checkpoints with support groups like Supply Chain, Finance and Trade Marketing to discuss important deliverables directly affecting sales performance and operations 

Cross-Functional Performance 

• Monitor reports on CWO and Non-CWO deliveries and ensure high service level and timely arrivals on distributor warehouses 

• Handle distributor’s claims and work with Distributor Managers to reconcile hanging balances 

• Check Distributor Sales coverage plans and work closely with Distributor Managers on how to craft the desired territory area mapping 

• Align with TM on tailor-fit activities for top supermarkets, groceries and sari-sari store channels 

• Recommend vertical listing opportunities and discuss with Distributor Managers on execution probabilities and timelines 

• Do consultant and training roles 

• Has a clear grasp on the distributor’s business direction in alignment with JSU standards for brand, category and execution 

• Provide hard facts on performance and make recommendations on the future of the business 

• Identify and drive business opportunities 

• Has a good understanding of the distributor financials  

• Implements company policies and procedures by strictly monitoring adherence of subordinate to the policies to ensure discipline and create a harmonious working relationship in the organization. 

3 – 5years experience on Sales & Distribution; handling fast-moving consumer goods industry.