Position Title
Area Executive – Sales & Distribution
Location
Multiple locations across Karnataka / South India
Reporting To
Area Sales Manager (ASM)
Role Purpose
The Area Executive will be responsible for driving primary and secondary sales, managing distributors, ensuring retail coverage, achieving monthly targets, and executing market development activities in the assigned territory. The role requires strong distributor management, field execution capability, and team handling skills to strengthen market penetration and business growth.
Key Responsibilities
Sales & Target Achievement
- Achieve monthly, quarterly, and annual sales targets for the assigned territory.
- Drive primary and secondary sales growth across General Trade outlets.
- Ensure product availability, visibility, and market share enhancement.
- Monitor sales trends and implement corrective actions to achieve business objectives.
- Execute trade schemes, promotions, and new product launches effectively.
Distributor Management
- Appoint, manage, and develop distributors within the assigned territory.
- Ensure distributor ROI, stock norms, and working capital efficiency.
- Monitor distributor claims, payments, billing efficiency, and stock rotation.
- Conduct regular business reviews with distributors to improve sales productivity.
- Ensure effective market coverage through beat planning and route optimization.
Team Handling
- Supervise and guide Sales Representatives / Sales Officers in the territory.
- Conduct joint market visits and provide on-ground coaching.
- Track team productivity, outlet coverage, and execution quality.
- Motivate the team to achieve sales and distribution objectives.
Market Execution
- Expand numeric and weighted distribution.
- Ensure visibility standards and merchandising execution in retail outlets.
- Identify growth opportunities in key accounts and emerging markets.
- Gather competitor intelligence and market feedback regularly.
- Maintain strong relationships with retailers, wholesalers, and channel partners.
Reporting & Compliance
- Maintain daily sales reports, market visit reports, and distributor performance trackers.
- Ensure compliance with company policies, pricing, and trade guidelines.
- Coordinate with supply chain and finance teams for smooth business operations.
Candidate Profile
Preferred Age
Educational Qualification
- MBA / PGDM in Marketing or Sales preferred
- Graduate candidates with relevant FMCG experience may also be considered
Experience
- 2–5 years of experience in FMCG sales and distribution
- Experience in handling distributors and frontline sales teams is mandatory
- Exposure to General Trade channel preferred
Required Skills
- Strong communication and interpersonal skills
- Good negotiation and relationship management capability
- Strong analytical and target-oriented mindset
- Team handling and leadership skills
- Ability to work extensively in the field
- Proficiency in MS Excel and sales reporting
Key Competencies
- Distributor Management
- Team Leadership
- Sales Planning & Execution
- Target Achievement
- Market Development
- Retail Expansion
- Relationship Management
