MT - Area Sales Manager Consumer Business Group

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1. Sales

POS ach. as per targets

Grow above Macro; drive store level shares; grow faster than category

Achieve MT / product level market share objectives

2. Opportunity identification

Opportunity Identification by Store, Chain, Area: Sku, Product, Share of Shelf, Planogram, Sales Call, Merchandising in store, team efficiency

Plug Gaps systemically with KAM's on Product- availability/linking of key articles, ARS streamlining

SKU/Chain/Store opportunity identification through POS Data analysis

Asset effectiveness- Pre vs Post analysis-sample stores-for actions/learnings to replicate

3. Planning

Planning: Execution of elements- Planning of SOG elements to executed to drive growth/objectives

Planning: Store Growth Plans (Top Stores)

Monthly store wise target & focus sku (Sources of Growth) planning

Monthly execution element planning to achieve the POS targets

Plan Account led initiatives in the area to lead & drive growth at region/ area / store level

Prepares PJP for the Quarter & ensures roll out monthly

4. Operations: Execution

Daily POS verification & action plan by store (tracked stores) for the day

Regional team of Chain: Monthly connect: to drive month's / quarters execution plan and review them periodically

Top Stores- Monthly connect to achieve the execution & POS objectives

Instore visibility plans for the month to aligned with store/region to be executed

Drive execution elements & POS in direct non-covered stores: through Regional/Store teams

Ensure fair share of shelf for 3M range is achieved in their area/store/chain

Ensure TOT assets are executed by Stores / Chains

Audit the execution plan of the team and take corrective actions

4. Market intelligence/Shopper behavior

Store vs Cat Vs 3M performance in the region / area

Shopper buying behavior / preferences in the region/area / store & by chain

Monthly programs or SOG (sources of growth): what's working / what's not? And suggestions to improve performance

5. Training

Frontline/Supervisors/OE or SPOC- training on issues handling/ capability building to make them work efficiently as per expected behavioral traits

Products/category- training on expected store executions- elements/priorities/Sharing on learnings from analysis

Review Manpower efficiency, store execution (elements- quality/qty)- share improvement suggestion to frontline-get executed

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