Senior ASM - Modern Trade, South

Role: Senior ASM - Modern Trade, South

Business Unit: Mars Wrigley India

Location: Bangalore

Job Purpose:

• Develop, influence, and drive the implementation of the growth agenda in the area. Realize growth through the opportunities addressed by maximizing opportunity from the following levers of markets, channels, infrastructure, people, and enablers.

• The Sr. ASM @ MARS role serves the purpose of translating business strategies into suitable actions for specific geographies on the one hand while leveraging local level opportunities to drive Physical and Mental availability.

Key Responsibilities:

Planning Role:

• Set, monitor, and deliver  key business and S&D objectives at period, quarter, and Annual levels

• Develop the markets by using a judicious mix of tools available to drive Physical and Mental availability

• Deploy and/or create “person neutral” systems, processes and Ways of Working which lead to a fundamentally solid Sales Engine in his/her specific geography.

• Influence Key stakeholders such as LM, Trade Marketing, sales development and Marketing to align and garner necessary support to meet growth ambitions in the mid to long term

• Maximize throughputs of trade spends (as per agreed norms) and ensure delivery of In Store Visibility and execution as per MARS standards leveraging tools available

People Function:

• Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programmes as designed by the company

• Coach SO’s on the Mars Sales & Distribution system and drive desired productivity levels

• Implement structured training interventions as per agreed calendar to continuously upskill his FSA team

• Recruit desired numbers of FSA’s of targeted profiles within specific timelines

Execution:

• Deployment & Execution of period, quarterly and Annual business Plans

• Deployment and execution of all promotions and BTL activations planned by the National Key account team

• Driving the team of Sales Officers, TSIs, Merchandisers and Promoters to deliver the picture of success in the Modern Grocery outlets formats being covered by the Modern Trade Channel

• Driving for all Initiatives planned in the geography towards category management, Additional Visibility elements, multi-site and cross category placement of products or any other Initiative drive planned by the National Key account team

Key Account Management:

• The MT Sr. ASM will handle the regional Chains that may exist in their region and conduct Key Account management function for those set of chains.

• The incumbent will also be responsible for engaging with the regional teams of National Chains to develop and execute local level activations by coordinating with the Customers’ category teams and MW’s Key Account managers

• Key account management role would mean engaging with the Chains category Teams for Business planning and delivery, Promotion & Visibility planning and driving for Desired market Shares

• The Role would require the ASM to engage in Data Analytics and derive insights to be applied in driving business with the Regional Chains

People Function:

• Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programs as designed by the company

• Coach SO’s on the Mars Sales & Distribution system and drive desired productivity levels

• Implement structured training interventions as per agreed calendar to continuously up skill their Sales Officers / TSI / Promoter & Merchandiser team

• Recruit desired numbers of FSA’s / KAE’s / Promoters and Merchandisers of targeted profiles within specific timelines

• Drive adherence and usage of SFA tools to track and build information and actionable outputs to improve in-store execution standards

Administration:

• Conduct Period meetings as per agreed norms to monitor performance levels across cities, SO, Distributors and Brands

• Ensure efficient backend administration by way of claim submissions, expense statements, account reconciliations and signoff’s  etc

• In conjunction with LM, ensure a higher level of forecast accuracy on a period level and align with regional Supply chain teams to ensure efficient service levels to customers

Job Specifications/Qualifications:

• Bachelors with 5-7 years’ experience  or MBA with 4-5 years’ Experience

• Desirable experience in Channel Management, Direct Sales, Exposure to cold chain operations, New Business Development, Route to market development, Team handling

• Experienced in working with multi-functional teams in sales, marketing and logistics domain (direct/indirect sales, sales development, key accounts, marketing, logistics)

• Required to have performed an ASM Sales role for at least 4-5 years (preferably having handled Modern Trade Channel for atleast 1year or more)

• Work with diverse and talented Associates, all guided by the Five Principles.

• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.

• Best-in-class learning and development support from day one, including access to our in-house Mars University.

• An industry competitive salary and benefits package, including company bonus.

Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.