Area Sales Manager

Role & Responsibilities

• Drive achievement of primary and secondary sales targets on a monthly and quarterly basis in line with business objectives.
• Ensure 95% availability of the Top 20 SKUs across key outlets/distributors, minimizing stock-outs at month-end.
• Maximize market coverage and strengthen distribution reach across assigned territories.
• Maintain strict control over accounts receivable, ensuring timely collections and monthly reconciliations.
• Monitor Sales Force Automation (SFA) compliance and provide regular feedback to enhance team effectiveness and productivity.
• Manage distributor relationships effectively, ensuring distributor attrition remains below the defined target levels.
• Execute all trade schemes, promotional activities, and market development initiatives as per the companys annual sales plan.
• Track and report competitor activities, market trends, and business opportunities to the Regional Sales Manager/Zonal Head on a regular basis.
• Develop accurate sales forecasts and prepare rolling sales plans in alignment with organizational targets.
• Drive productivity improvements within the sales team while optimizing operating costs and resource utilization.
• Continuously assess the performance, capabilities, and development needs of Front line Sales Executives and Distributor Sales Representatives, ensuring regular coaching and training interventions to improve efficiency and effectiveness.
• Build and maintain strong relationships with distributors, key customers, and channel partners to accelerate business growth and market share.

Preferred Candidate Profile

• Graduate/Postgraduate in any discipline; MBA in Sales, Marketing, or Business Management will be an added advantage.
• 14 to 20 years of progressive sales experience in the FMCG, Consumer Goods, Personal Care, Home Care, Food, Beverage, or other comparable industries.
• Strong exposure to the Mumbai market, with an in-depth understanding of its distribution network, trade landscape, and customer dynamics.
• Proven track record of consistently delivering sales targets, expanding distribution, and managing large sales teams.
• Experience in handling distributors, key accounts, trade activation, and sales operations in a highly competitive environment.
• Strong analytical, planning, forecasting, and team management skills.
• Excellent stakeholder management, negotiation, and communication abilities.