Area Sales Manager at GlaxoSmithKline Plc (GSK)

Job Purpose

• To create and execute sales strategy for the region.
• Executing the sales and marketing plans which meets brand, volume and profits objectives  as well as directing and controlling assigned distribution and trade activities through partner
• Sales force management ( 3rd party )

Key Responsibilities

Financials

• Developing strategy, tactics and sales plans budgets in liaison with the Channel head .
• Monitor, analyze sales and market trends in order to manage performance levels of sales against market developments and corporate objectives.

Become First Choice for shoppers and customers

• Coordinates sales operations with all other relevant stake holders.
• Establishes performance goals for the partner sales team, distributors and monitor performance on a continual basis.
• Lead and influence a successful and experienced team of third party sales team, through performance coaching and training and development programs.
• Delivering sales by developing relationships with trade partners and Key Opinion leaders in the trade and all relevant stakeholders in the supply chain.
• Manage retailer expectations by executing trade marketing activities. Ensure placement of P.O.S materials in assigned territory.
• Developing and implementing distributor agreements, distribution channel strategies, and monitoring distributor performance against working capital targets
• Credit and stock management of distributors as per agreed guidelines.

Category & Brands

• Prioritize resources on power brands
• Collaborate closely with the Marketing teams on increasing market share in existing markets and ensuring that brand visibility and promotion strategies are executed flawlessly
• Support development of winning Market Activation Plans (MAPs) in the context of the consumer, trade and competitor with specific accountability for developing 12-month activation grids working with Country Manager.

Deliver high quality products and service at the right time and cost

• Forecasting of primary and secondary sales to reflect market and trade dynamics.
• Work with the demand planning team to drive forecast accuracy and achieve stock level targets in the trade.
• Assist the partner in planning, implementation of the sales strategies and ensure on time delivery of our brands to customers

Improve lives through scientific innovation

• Identifying opportunities and developing strategies to harness growth in the target markets.
• Collaborate closely with the Distributor teams on new products launches.

Shape talent and culture by living our values and developing our people in a high performance culture

• Role model individual expectations in Country by driving the Winning Formula,
• Build relationships with external stakeholders (key customers, regulatory agencies, KOLs, industry bodies) to support performance goals and GSK brand reputation.
• Champion full compliance, ABAC, Code of Conduct adherence and a speak up culture.
• Drive external focus including regular field visits across customer, consumer, shopper and expert
• Model GSK values & behaviors and compliance with all GSK codes of practice.

Breadth/ Scope of Accountability*

Number of Direct Reports

Distributor teams, Merchandisers and Urban representatives (third party )

Knowledge/ Education / Previous Experience Required*

Educational Background

Minimum Level of Education*

• University Degree or a Diploma with 5+ years of relevant experience

Area of Specialisation*

• Experience of Commercial sales

Job-Related Experience

Minimum Level of Job-Related Experience required

• 3+ years’ experience in commercial management including major customer facing roles (selling and marketing)
• Experience of operating in an FMCG
• OTC/Healthcare/Personal Care category experience beneficial but not essential

Other Job-Related Skills/Background

• Should have good analytical skills and well versed with basic computing skills like Microsoft office.
• Valid driving license