Area Sales Manager Islamabad
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Website L'Oréal
Beauty, Cosmetics, Personal Care, Consumer Products, Luxury, Pharmacy, research, innovation, digital, retail, marketing, operations, engineering, and tech
About the job
Strategic Contribution
- Implement commercial business strategy and plans at the area level to achieve sell-in and sell-out sales targets in order to ensure alliance with L’Oréal Pakistan’s business strategy and objectives
Functional Policies & Procedures
- Contribute towards the implementation of Sales Policies, Procedures, and Guidelines for the assigned product line and ensure that all procedural requirements are fulfilled while delivering a high quality service to the customers
- Act as guarantor for the image and policy of his/her brand(s) in his/her area
Budget Management & Forecasting
- Responsible for proposing sales incentive budget on monthly basis and monitoring variance
- Ensure stocks replenishment and branch wise forecast is followed up on monthly basis
Sales Target Delivery
- Achieve annual business plan to deliver agreed channel / brand revenue KPI’s and targets
- Achieve planned / forecasting secondary sales number in line with agreed channel wise phasing for the assigned area
- Builds and achieves the channel/group of accounts results: turnover, market share, profit
- Be responsible for the successful delivery of services and the monitoring of the area’s performance through the Sales team
Operations Management
- Coordinating & executing new product launches and sales promotion activities in collaboration with TM & Marketing
- Implementation of marketing and trade marketing programs and building blocks along with Marketing & TM team
- Performs periodic check are happening on sales hygiene, sell in vs sell out at weighted channels in the assigned region and reporting to ZSM accordingly
- Efficient stock rotation, reduction of market expiries are happening in collaboration with trade marketing and distributor teams
- Ensure distributor order in line with catalogue and forecasted sales and guarantee OTIF
- Ensure Branch wise agile stock is present and getting to rotation in line with forecasted number in his assigned area
Business Development
- Increasing business opportunities in Retail business to expand numeric business, setting sales target by OB as per potential along with coverage
- Ensure the city wise distribution penetration numbers by brand are agreed with line manager and then followed up on monthly basis
- Planning and executing channel and new town expansion along with the OB/Sales Field team
Customer Satisfaction, Retention And Key Corporate Relationships
- Develop a strong area network and capacity of influence among key customers (Major Wholesaler, Sub Distributors and weighted self-service stores)
- Assist line manager in managing channel partners in the assigned area and collaborating with them to ensure healthy ROI
- Manage winning customer business relationships that facilitate “best in industry” execution of our categories
- Ensure regular training and development of Distributor teams is happening and evaluate resources on targets and providing insights to ZSM
Business Report(s) Development & Professional Recommendations
- Collect and prepare sales data and trends using various reports using data from DAS+/ Compass/ Sales Flo software
- Fully understand category and insights knowledge and report sales needs and field intelligence to ZSM, commercial-Trade Marketing and marketing teams
- Maintain Sell-in vs sell-out reports, ensure input to Zonal Sales Manager
- Provide reporting for different Channels- Mass, Retail, Distribution, sub-distribution, wholesale or as required
- Assist ZSM in identifying new product opportunities, service delivery benchmarks (product related) after analyzing consumer needs, trends and competitor moves in the assigned area
Continuous Improvement
- Drive Simplicity across all business processes and communication
Cross Functional Teamwork & Relationship Management
- Ensure continuous communication between management and his/her team. Inform Zonal Sales Manager on significant initiatives in the field (from his/her team, from the competition and from distributors)
- Work closely with key stakeholders including the Trade Marketing team, Marketing, Supply Chain and customer finance to provide the optimum return across the assigned area
- Builds a strong network with key stakeholders at the retailer’s. Facilitates good relations between L’Oréal and Retailers
- Collaborate with TM team for implementing trade marketing activities, merchandising and sales training in his/her area
People Management
- Recruit, motivate and develop Sales team (Branch Managers, Supervisors and Order Bookers) by maintaining a culture of excellence and also implement organization wide learning programs
- Train his/her team on product, selling skills via work reviews
- Coaching the team in the use of category tools to engage and influence customers to make informed decisions that will grow categories and deliver annual plan
- Ensure clarity of objectives is present in the teams – IBOs are clearly communicated and followed up
Communications & Working Relationships
- Internal: Marketing, Finance, Operations Other departmental within L’Oréal Pakistan.
- External: Distributors, Retailers and Field Team
Minimum Qualifications
QUALIFICATIONS, EXPERIENCE, & SKILLS:
- Bachelor’s degree in business administration with major in Sales or Marketing
Minimum Experience
- 3-5 years prior work experience of Field Sales Experience, handling distribution and proven track record of sales preferably in FMCG sector
- Solid experience in sales and customer service
- Demonstrable experience in negotiating and meeting clients requirements
- In-depth understanding of sales performance metrics
Behavioral Skills
- Good negotiation skills
- Relationship Management
- Customer Centricity
- Business Acumen for a sustainable business growth.
- Good numeracy and ability to control budget
- Planning and organization skills
- Team building skills
- Critical thinking and good analytical skills
- Effective communication, presentation, and interpersonal skills.
COMPETENCIES
Technical Competencies
- Basic understanding of cross functions and business operations
- Hands on experience with CRM software, MS Excel and PowerPoint skills
- Understanding of P&L
- Builds Selling stories for specific initiatives
- Ability to identify market driver and translates trends and consumer knowledge into meaningful insights
- Imagines disruptive products & services
- Delivers excellence with agility and rigor
- Integrates sustainable, business consciousness
- Creates collaboration for bigger success
L’ORÉAL COMPETENCIES
- Innovator
- Strategist
- People Developer
- Integrator
- Entrepreneur