Building a Better Plant-Based Future together

Area Sales Manager - MT

Role: Area Sales Manager-MT          

Location – Bangalore/Bengaluru, India

At Upfield our purpose is clear: we make people healthier and happier with nutritious and delicious, natural, plant-based products that are good for you, our planet; and with packaging that’s free from plastic.  We’ve got iconic brands like Rama, Country Crock, Blue Band and Flora that people all over the world know and love. We’ve been a trusted category leader since 1871 and yet we feel like we’re only just getting started.

Performance, Passion and Care define who we are as a company, how we work every day, and the responsibility we feel toward our Associates, our consumers, our business partners and our world.

We have big ambitions to grow this business and we want to attract the right people – those that love what they do, thrive on responsibility and are looking for career defining opportunities.

 

Main Responsibilities

  • Deliver on Value, Volume and Growth targets by month, quarter and for the year. Achieving the Brand wise and customer wise targets for the assigned territory. Deliver on the Regional Chains' and MT SAS value and volume target. Responsible for delivering the targets for Innovation Portfolio.
  • Leads the MT customer agenda for all the customers in his geography. Provides seamless service to MT customers for all the issues encompassing Marketing, Commercial & Supply chain intercations enabled by external and internal engagement. Co-ordinate with NKAMs and Customer's regional teams for in-store executions of Channel plans. Account Management role for Regional Chains & MT SAS stores.
  • Work on the go-direct agenda for the indirect or combi customers & maximise the contribution of the direct service business. Optimum and profitable indirect customer distribution plan which drives efficiency and delivery of customer supply chain metrics
  • As the leader, ASM is to guide the team on commercial hygiene processes/norms of the company. To ensure that the team gets timely payment as per the credit policy, resolves the local reconciliation issues with the customers on a timely and periodic basis. Co-ordinate with HO Team for resolution of off-invoice and claims' debits.
  • To enable the team below for bringing alive the Picture of Success for all the MT Customers inside the store. Enable the On Time In Full Execution of the innovation agenda for the year. Responsible for adherence to the Bauli norms and the planned sales KPIs. Resposnible for the roll out and stabilisation of the mobility plan.
  • Personal and functional development of team. ASM should act as a coach to the SE. Balancing the full cycle with team: Planning, Execution (including corrective action), Results. Create the right review metrics. Create SMART goals for his entire team. ASM needs to build a culture of "mutual respect" and "valuing everyone's opinion"

Minimum Requirements:

  • Over 8+ years of experience with any graduation/post-graduation

Tasks

  • Build the targets at a brand level, customer level, by geography and at SE and ISP levels. Ensure the right growth targets done for all the distributors. Review the performance for each stakeholder by week and by month. Take corrective actions in case of a shortfall to ensure overall delivery. Communicate the targets at the beginning of the month. Planning of value and volume targets for all the Regional Chains and MT SAS in collaboration with the customers.
  • To do a periodic customer business reviews with all the MT chains with the perodicity based on the business size of the customer in the respective geographies. Lead the Customer management agenda for all the regional chains which would comprise of  Promotion and Activation Planning,  Periodic Reviews, New Product Listing, Assortment & Planograming, Supply Chain support and Financial hygiene.Develop a deep understanding of Customer's needs and insights and roll out customers' plans and activities based on such insights. Understand the issues if any and then ensure actions are taken. Work on market intelligence in terms of competitor activities and new launches. Liasion with HO MT team for escalation of any issues pertaining to  National Accounts and seeking support on local initiatives of national chains or local customer plans
  • Plan, deploy and review the customer supply chain metrics for all the distributor locations. Support and review the CBPs across weighted distributors. Performance review and supporting the team to deploy the correct plan to arrest the laggard distributors. Lead the go-direct agenda for all the locations where the relevant scale of business is available. Providing market intelligence for immediate opportunities. Support the autmation agenda at all distributor locations and review of all the efficiency parameters.
  • ASM to lead engagement with the regional chains for timely payment from all MT customers as per the credit policy, guide team in terms of closing the financial reconciliation and timely submission of the claims. TOT discussions and exceution for all the Regional chains and MT SAS outlets. Ensuring distributor hygiene for unsaleables, cheque boucing and claims delays. Efficacies of MT investments and feedback to the HO team.
  • ASMs to download the MT activation plan for the Month +1 to the SEs and support them for in-time execution across all the MT customers. Lead the team to deliver on the innovation agenda for the company. Target Setting, Delivery and tracking of the invested MT stores and lead the differential growth agenda versus non-invested store. Ensure the adherence to Bauli norms on market working days and PJP/Travel plan adherence for self and the team. Keep a track of sales KPIs on weekly basis and suggest ways to improve
  • Ensure creating SMART goals for his full team at the start of the year. The PDP of SEs should include DEVELOPMENT PLAN for them; Create review metrics/frequency at the start of the year; Conduct mid-year discussion with SEs and document the same, Frequency of review with SE on a weekly basis on business parameters. PJP, financial hygiene, programs roll out and efficacies, distributor performance....

 

Your Personal Power!

At Upfield we want you to bring your ideas, your motivation and desire to succeed! This part of the role is up to you to complete.

You’ll have to enjoy working in a fast-paced environment and it will take hard work and determination; we will give you the ownership you need to make an impact. 

You’ll have to deliver on the commitments you make. And we’ll give you the freedom and flexibility to do your job and build your own career. 

At Upfield we want you to bring your ideas, your motivation and desire to succeed! This part of the role is up to you to complete.

About Upfield!

We are the largest plant-based company in the world, and we believe in doing what’s right for our people, our customers and the planet.

We are a highly entrepreneurial fast-paced team running a multi-billion Euro business across 60+ countries with the mind-set of a start-up! We are agile, creative, fast-to-market and obsessed with customers and consumers.

If you want to make an impact where it matters apply now!

 

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