[ A HANDBOOK ON FMCG SALES ] 2.5 Job Description and Personal Profile – NSM Personal Profile Table.2.5.A 1 Around 40 to 45 years of age 2 Minimum 15 years’ experience with Food FMCG Companies 3 Graduates with diploma in Sales & Marketing 4 Minimum 5 years’ experience as head of a region and above 5 6 7 8 9 Thorough knowledge about at least 2 regions Fluent in English and local language Conceptually strong in S&D Sound Analytical Skills Good Computer Skills 10 Energetic and enthusiastic 11 Excellent people and leadership skills 12 Regional Area Manager of A grade companies or NSMs of Mid-Sized Companies to be targeted Job Description Table.2.5.B S.no Functional area 1 Sales Strategy 2 Sales Planning & Distribution Enhancement/Excellence 3 Distributor Management 4 Team Management Tasks Plan and Implement Strategy for continuous growth Plan market Visibility and Trade Marketing Activities Identify & solve problems in the Market Wholesale Management Strategy Plan Targets scientifically & Plan to achieve them through various Sources of Distribution Growth Cost Control - Ensure that the operative costs are managed and there is no wastage or over expenditure. Ensure excellent relationship with the Distributors/SDs Increase the “effectiveness of relationship” with the Distributors Ensure there are no vacant positions of RSM Supervision of RSMs and their functioning 14
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