Area Sales Manager

Job Description

Job Title: Area Sales Manager Location: Mumbai Reporting To: CEO 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