Area Sales Manager - General Trade

Key Responsibilities:

A) Sales Strategy & Execution:

a. Achieve primary and secondary sales targets across assigned markets.

b. Execute product launches, pricing plans, and promotional schemes effectively.

c. Maximize territory coverage through efficient beat planning and outlet servicing.

B) Team Development and Management:

a. Lead and coach Sales Officers and Business Growth Executives.

b. Set performance goals, monitor productivity, and facilitate skill development.

c. Drive team motivation through incentive awareness and regular reviews.

C) Channel Management:

a. Appoint, manage, and evaluate distributor partners based on performance KPIs.

b. Ensure distributor ROI, timely stock replenishment, and smooth claim processing.

c. Expand GT presence by improving numeric and weighted distribution.

D) Customer Engagement & Brand Promotion:

a. Strengthen retailer relationships and ensure brand presence at the shelf.

b. Deploy trade visibility elements like POSM, testers, and planograms.

c. Execute BTL marketing and sampling initiatives at the store level.

E) Sales Analytics & Reporting:

a. Track and analyze daily sales reports, stock levels, and scheme effectiveness.

b. Generate market intelligence and competition benchmarking insights.

c. Provide timely updates through dashboards, beat tracking, and MIS reports.

3. Key Performance Indicators:

A) Revenue Growth

B) Team Productivity

C) Market Share expansion

D) Distributor & Retailer Onboarding

E) Stock Availability & Order Fulfillment

F) Execution of Promotional Campaigns

4. Qualifications and Skills:

A) Bachelors degree (MBA preferred) in Sales, Marketing, or Business Administration.

B) 5-10 years of experience in General Trade sales, ideally in the beauty or FMCG industry.

C) Demonstrated success in managing teams and distributors.

D) Strong interpersonal, analytical, and organizational skills.

E) Proficiency in MS Excel, sales CRM, and territory management tools.