Area Sales Manager-GT

Key Responsibilities

1. Sales Achievement

• Achieve monthly/quarterly/yearly sales targets for primary and secondary sales.
• Execute product launches, trade promotions, and schemes at the retail level.
• Monitor sales performance and take corrective actions where needed.

2. Channel & Distribution Management

• Appoint, develop, and manage a network of distributors and stockists.
• Ensure healthy ROI for channel partners through effective inventory and credit control.
• Optimize beat planning, route coverage, and territory management.

3. Retail Execution

• Drive product availability, visibility, and merchandising across retail outlets.
• Ensure effective execution of POS materials, planograms, and shelf space agreements.
• Implement trade loyalty programs and drive market share.

4. Team Leadership

• Manage, train, and motivate a team of Sales Officers / Territory Sales Executives.
• Set daily/weekly goals and review performance through market visits and reviews.
• Conduct regular training on product knowledge, selling skills, and market intelligence.

5. Market Intelligence & Competitor Tracking

• Monitor competitor activities, pricing, schemes, and new launches.
• Share actionable insights with marketing and product teams.
• Anticipate market trends and recommend strategic initiatives.

6. Reporting & Analysis

• Maintain accurate sales reports, distributor claims, and stock levels.
• Provide MIS on sales achievements, market trends, and performance dashboards.
• Use CRM or sales automation tools (if applicable) for tracking KPIs.

Qualifications

Essential:

• Bachelor's Degree in Business, Marketing, Commerce or related field
• 58+ years of experience in FMCG/consumer goods/pharma/general trade sales
• Prior experience in handling distributors and leading a sales team

Desirable:

• MBA/PGDM in Sales & Marketing
• Familiarity with tools like SAP, Salesforce, or DMS platforms

Skills & Competencies

• Strong leadership and people management skills
• Excellent negotiation and relationship-building abilities
• Analytical thinking and numerical proficiency
• Deep understanding of general trade retail dynamics
• Ability to handle pressure and field challenges effectively
• Good communication, reporting, and presentation skills