Job Description

GENERAL MANAGER – SALES

Company: Vijay Mamra Factory

Department: Sales & Business Development

Designation: General Manager – Sales

Location: Gondal, Gujarat

Reporting To: Director / CEO

Job Purpose

To lead and manage the company's sales operations, expand market presence, achieve revenue targets, develop distributors/dealers, and ensure sustainable business growth across assigned territories.

Key Responsibilities

Sales Target & Achievement

Set monthly, quarterly and annual sales targets.
Drive achievement of primary and secondary sales targets.
Monitor territory-wise and product-wise performance.
Prepare corrective action plans for underperforming areas.

Market Expansion

Develop new markets, distributors, dealers and retail outlets.
Identify new business opportunities and market potential.
Expand the company's distribution network across Gujarat and other states.
Develop cluster-wise and territory-wise expansion plans.

Team Management

Lead and guide Sales Officers, Sales Representatives and field teams.
Set individual KPIs and review performance regularly.
Conduct regular sales meetings and market reviews.
Train and motivate the sales team for better productivity.

Distributor & Customer Management

Build strong relationships with distributors, dealers and key customers.
Monitor distributor stock, sales, collections and outstanding payments.
Resolve customer complaints and commercial issues.
Ensure effective product availability in the market.

Route & Distribution Management

Plan sales routes and beat-wise market coverage.
Improve vehicle/auto utilization and delivery productivity.
Coordinate with dispatch and transport teams for timely deliveries.
Monitor route-wise sales, expenses and profitability.

Collection & Credit Control

Monitor customer outstanding and credit limits.
Ensure timely collection as per company credit policy.
Control overdue accounts and minimize bad debts.
Review daily/weekly collection reports.

Sales Analysis & Reporting

Review daily, weekly and monthly sales reports.
Analyze sales vs. target, outlet activation, product mix and territory performance.
Monitor new outlet additions and customer retention.
Submit regular MIS reports to management.

Profitability & Business Growth

Monitor territory-wise profitability and sales expenses.
Improve product mix and contribution margins.
Control unnecessary discounts, schemes and market expenses.
Develop strategies for profitable long-term growth.

Coordination

Coordinate with Production, Dispatch, Accounts, HR and Management.
Ensure adequate stock availability based on market demand.
Communicate market requirements and competitor activities to management.

Required Skills & Experience

10+ years of experience in FMCG sales / distribution.
Strong knowledge of distributor and retail sales operations.
Proven experience in achieving sales targets.
Strong leadership and team-management skills.
Good negotiation and communication skills.
Ability to analyze sales data and prepare MIS reports.
Willingness to travel extensively for market development.
Knowledge of Gujarat and/or multi-state FMCG markets will be an advantage.

Key Success Measures

Revenue Growth • Market Expansion • Distributor Network • Outlet Coverage • Collection Efficiency • Team Productivity • Territory Profitability • Customer Satisfaction