Area Sales Manager

Location:

Reporting To:

Job Summary:

The Area Sales Manager is a dynamic and results-driven professional responsible for spearheading sales growth and market penetration within a designated geographic area. This role demands a dual focus: directly driving sales performance and revenue targets, and concurrently building, training, and nurturing a high-performing sales team. The ideal candidate will be a strong leader, an excellent communicator, and possess a proven track record in both direct sales and team management within the FMCG sector.

Key Responsibilities:

I. Sales Development & Achievement:

• Strategic Planning:

  Develop and execute comprehensive sales strategies and plans to achieve and exceed sales targets and market share objectives for the assigned area.

• Revenue Growth:

  Drive aggressive revenue growth through direct sales efforts, channel development, and identification of new business opportunities.

• Market Analysis:

  Conduct thorough market research and competitor analysis to identify trends, opportunities, and challenges, and adapt sales strategies accordingly.

• Client Relationship Management:

  Build and maintain strong, long-lasting customer relationships with key clients, distributors, and partners in the area.

• Sales Pipeline Management:

  Oversee and manage the entire sales pipeline, from lead generation and qualification to deal closure and post-sales support.

• Product Knowledge:

  Maintain expert-level knowledge of our products/services and effectively communicate their value proposition to potential and existing clients.

• Reporting:

  Prepare and present regular sales forecasts, performance reports, and market insights to senior management.

II. Sales Team Development & Leadership:

• Recruitment & Onboarding:

  Actively participate in the recruitment and selection of high-potential sales professionals for the area sales team.

• Training & Coaching:

  Provide continuous training, coaching, and mentorship to the sales team members, focusing on product knowledge, sales techniques, negotiation skills, and customer service.

• Performance Management:

  Set clear performance goals, monitor individual and team performance, conduct regular performance reviews, and implement corrective actions as needed.

• Motivation & Engagement:

  Foster a positive, motivating, and collaborative team environment that encourages high performance and professional growth.

• Field Support:

  Accompany sales team members on client visits and provide on-the-job guidance and support to enhance their effectiveness.

• Territory Management:

  Assist in defining sales territories and quotas for team members, ensuring equitable distribution and maximizing coverage.

III. Operational Excellence:

• Budget Management:

  Manage the area sales budget effectively, ensuring optimal resource allocation and cost control.

• Compliance:

  Ensure all sales activities comply with company policies, ethical guidelines, and relevant industry regulations.

• Cross-Functional Collaboration:

  Collaborate effectively with marketing, operations, logistics, and customer service teams to ensure seamless customer experience and efficient order fulfillment.

Qualifications:

• Education:

  Bachelor's degree in Business Administration, Marketing, or a related field. An MBA is a plus.

• Experience:

• 10 years of progressive experience in sales, with a minimum of 3 years in a sales management or team leadership role..
• Proven track record of achieving and exceeding sales targets.
• Experience in FMCG, BEVERAGES

• Skills:

• Strong Leadership & Mentoring Skills:

  Ability to inspire, motivate, and develop a sales team.

• Excellent Communication:

  Exceptional verbal and written communication, presentation, and negotiation skills.

• Strategic Thinking:

  Ability to develop and implement effective sales strategies.

• Analytical Acumen:

  Proficient in analyzing sales data, market trends, and financial reports.

• Results-Oriented:

  Highly self-motivated with a strong drive to achieve targets.

• Problem-Solving:

  Strong ability to identify issues and implement effective solutions.

• Tech Proficiency:

  Proficient in CRM software (e.g., Salesforce, Zoho CRM) and Microsoft Office Suite.

• Adaptability:

  Ability to thrive in a fast-paced and dynamic environment.

• Other:

• Willingness to travel extensively within the assigned area.

Key Performance Indicators (KPIs) for this Role:

• Area Sales Revenue Growth (vs. target and previous periods)
• Market Share Increase in the assigned area
• Sales Team Performance (Individual & Team Quota Attainment)
• Sales Pipeline Health (conversion rates, pipeline value)
• New Customer Acquisition
• Customer Retention Rate
• Team Turnover Rate (low is better)
• Training Effectiveness / Skill Development of Team Members
• Adherence to Sales Budget