Area Sales Manager - FMCG/Pharma

As Head of Sales, you will take ownership of driving sales and expanding distribution across rural and semi-urban markets in Gujarat. You'll manage a portfolio of leading brands. You will be a key driver of business growth, field execution, and channel development, while also laying the foundation for our pharma distribution vertical.

This role requires a self-motivated, market-oriented leader who is both hands-on and strategic. You'll work closely with the CEO, Head of Marketing, and Tech Lead. This is a high-impact role for someone who loves strategy, thrives on targets, mentors teams, and is ready to roll up their sleeves. Initially a state-specific role, it is designed to scale into a multi-state and pan-India leadership opportunity.

Key Responsibilities

Own and deliver monthly and quarterly revenue targets across covered districts

Build, lead, and coach a high-performing field sales team

Expand distribution coverage into unserved and underserved territories

Leverage Nielsen/market data to identify growth opportunities

Conduct competitive benchmarking to develop best-in-class distribution practices

Take quick, proactive action to protect market share and boost visibility

Strengthen presence in modern trade, e-commerce, and institutional channels

Develop anchor customer relationships with wholesalers, hospitals and other B2B customers.

Optimize beat planning, route efficiency, and lead conversion

Coordinate with operations to align demand forecasting and avoid sales loss

Drive low-inventory, high-velocity models to reduce working capital needs

Champion process-driven execution in all sales operations

Develop customer systems to increase advance or cash sales

Provide actionable insights through data dashboards and reports

Collaborate across tech, ops, and finance to evolve from physical to digital sales

This role requires extensive field travel

Required Qualifications, Capabilities, and Skills

5+ years in FMCG or pharma B2B sales; 4+ years in an ASM or equivalent

leadership role

Hands-on experience in rural/semi-urban markets, preferably in Gujarat

Proven ability to scale sales networks from scratch

Expertise in sales analytics, market data interpretation, and benchmarking

Track record of success in modern trade, institutional sales, and e-commerce

Proficiency in Excel/Sheets, CRM tools, and dashboarding

Strong interpersonal, mentoring, and communication skills

Fluency in English and Hindi/Gujarati

Budget - 12 - 18 lpa+ Incentive