Area Manager

Role Overview

The Area Sales Manager will lead and develop a high-performance sales team to achieve sales and profit targets within the assigned region. This role requires strategic planning, strong leadership, and effective relationship-building with customers, dealers, and institutional stakeholders to drive market growth.

Key Duties & Responsibilities

Sales & Business Development

• Achieve regional sales and revenue targets through effective sales planning and execution.
• Expand the customer base by engaging with IPL and non-IPL customers, wholesalers, and dealers.
• Recommend credit limits and verify new account openings while addressing dealer concerns (MRP, leakage, credit notes, etc.).
• Identify growth opportunities and execute sales strategies aligned with organizational goals.
• Monitor competitor products and market trends to stay updated and share insights with management and team.
• Customer & Market Engagement
• Build strong customer and dealer networks to strengthen market presence.
• Conduct farmer meetings, promotional events, and institutional visits (government departments, scientists, agricultural bodies) to enhance product awareness.
• Ensure customer satisfaction by resolving complaints promptly and effectively.
• Monitoring & Control
• Prepare and review reports on sales performance, incentives, budgets, collections, TADA, and expenses.
• Ensure compliance with SOPs, company policies, and legal standards.
• Monitor stock requirements, dealer meetings, product complaints, returns, and media events.
• Team & People Management
• Lead, mentor, and train sales team members to achieve defined KRAs and sales targets.
• Conduct appraisals, provide feedback, and manage performance transparently.
• Define and implement strategies to increase sales, enhance geographical coverage, and improve market penetration.
• Hire and onboard new team members as per business requirements.
• Conduct training sessions on new products, sales techniques, and territory knowledge.

Key Result Areas (KRAs)

• Sales Target Achievement: Meet or exceed monthly, quarterly, and yearly sales goals.
• Team Management: Build and manage a high-performing sales team.
• Market Development: Identify and capture growth opportunities within the region.
• Customer Relationship Management: Ensure customer satisfaction and retention.
• Sales Strategy Execution: Implement sales strategies effectively and monitor results.
• Market Analysis: Track competitor activities and emerging market trends.
• Reporting & Insights: Prepare and share performance reports with actionable insights.
• Compliance & Governance: Ensure adherence to company processes, legal standards, and budgets.
• Resource Management: Optimize allocation of financial and operational resources.
• Problem Resolution: Address issues related to sales, clients, or team performance promptly.

Required Skills & Competencies

Core Skills

• Strategic Planning & Execution
• Sales & Business Development
• Team Leadership & Motivation
• Strong Communication & Negotiation
• Customer Relationship Management
• Market & Competitor Analysis
• Problem Solving & Decision Making
• Time & Resource Management
• Additional Competencies
• Geographical knowledge of assigned region
• Strong customer base & dealer network
• Go-getter and self-starter attitude
• Ability to handle pressure and drive results
• Analytical mindset with data-driven decision-making