Area Sales Manager

Job Title: Area Sales Manager

Location: [Bangalore / Chennai / Hyderabad / Kochi]

Department: Sales / General Trade / Distribution

• Role Overview

The Area Sales Manager will be responsible for driving sales growth, expanding distribution, and managing channel partners within the assigned territory. The role requires strong execution in General Trade, distributor management, and team handling to achieve primary and secondary sales targets.

• Key Responsibilities

1. Sales & Revenue Management

• Achieve monthly, quarterly, and annual sales targets (Primary & Secondary).
• Drive volume growth and market share in the assigned area.
• Ensure effective execution of sales plans and promotions.

2. Distributor Management

• Appoint, manage, and monitor distributors in the territory.
• Ensure healthy ROI for distributors and maintain optimal stock levels.
• Track secondary sales, billing efficiency, and liquidation.

3. Market Expansion

• Increase numeric and weighted distribution.
• Identify and develop new markets, towns, and outlets.
• Ensure visibility and merchandising standards across outlets.

4. Team Management

• Lead and manage Sales Officers / Territory Sales Executives.
• Set targets, review performance, and provide on-ground coaching.
• Ensure productivity metrics like coverage, strike rate, and bill value.

5. Trade & Channel Execution

• Execute trade schemes, BTL activities, and retail initiatives.
• Maintain strong relationships with key retailers and distributors.
• Monitor competitor activities and market trends.

6. Reporting & Analytics

• Track daily, weekly, and monthly sales reports.
• Analyze sales data to identify gaps and opportunities.
• Maintain MIS, forecasting, and demand planning inputs.

Key KPIs

• Primary & Secondary Sales Achievement
• Numeric & Weighted Distribution
• Outlet Productivity (Strike Rate, Avg. Bill Value)
• Distributor ROI & Stock Health
• Market Share Growth
• Team Productivity

Qualifications & Skills

• Graduate / MBA preferred
• 4–8 years of experience in FMCG / Skincare / General Trade sales
• Strong distributor and channel management skills
• Excellent leadership and team handling ability
• Good analytical and negotiation skills
• Preferred Industry
• FMCG
• Personal Care / Skincare
• Consumer Goods
• Behavioral Competencies
• Result-oriented with strong execution focus
• High ownership and accountability
• Strong interpersonal and communication skills
• Ability to work in a fast-paced environment
• Strong problem-solving attitude