Area Sales Manager (Preferably experienced in Dairy, Bread & Eggs category)

farheen.akhtar@talentcorner.in

Job Title - Area Sales Manager (Mumbai Region)

Location - Navi Mumbai (Juinagar)

Experience - 5 to 8 years

Salary - Upto 12 LPA

Role Overview:

Area Sales Manager

*Plus points – if worked in dairy, bread, eggs category.*

Job Summary:

establishing reach, serviceability, retailer onboarding and overall team management

Ideal Candidate -

Should have worked in Mumbai Area for at least 5 years.

Should have led a team of SOs, TSIs and Merchandisers for an FMCG company.

Key Responsibilities:

1. Store Expansion & Sales Growth

Drive increase in active store count across regional modern trade, premium GT stores, and national modern trade accounts.

Plan and execute store activation drives in high-potential geographies.

Implement targeted strategies to increase sales throughput per store.

2. Team Leadership & Development

Lead, mentor, and motivate a team of Sales Officers / Territory Sales Incharges.

Set clear targets and KPIs; track performance through structured reviews.

Provide on-ground training and sales guidance to improve team productivity.

3. Sales & Distribution Management

Oversee and manage beats and coverage plans for maximum territory penetration.

Ensure optimal route planning for distribution vehicles to improve coverage and reduce costs.

Monitor stock availability, fill rates, and order fulfilment.

4. Trade Terms, Schemes & Competition Analysis

Negotiate and manage standard Terms of Trade (TOTs) with accounts.

Conduct competition benchmarking on pricing, activations, and in-store execution.

Plan and roll out trade schemes effectively to drive volume and visibility.

5. Reporting, Automation & Insights

Create robust reporting mechanisms to track offline sales and distribution KPIs.

Effectively use Sales Force Automation (SFA) tools to manage the field sales team, beat coverage, and productivity.

Analyse sales trends and store-level performance; recommend corrective actions.

6. Stakeholder Management

Maintain strong relationships with key store decision-makers and distributors.

Work closely with Trade Marketing and Supply Chain to ensure product availability and flawless market execution.

Key Performance Indicators (KPIs):

Growth in active store count and sales per store.

Achievement of monthly/quarterly/annual sales targets.

TOT compliance and effectiveness of trade schemes.

Route optimisation and beat adherence.

Distributor fill rates and market coverage.

Effective usage of SFA tools for team productivity.

Qualifications & Skills:

Education: Graduate/Post-Graduate in Business, Sales, or related field. MBA preferred.

Experience: 5–8 years in FMCG / Consumer Goods sales with exposure to modern trade, premium GT, and national accounts.

Strong experience in distribution management, TOT negotiation, scheme planning, and competition benchmarking.

Proficiency in Sales Force Automation (SFA) tools and MS Excel/Sales Analytics.

Excellent leadership, negotiation, and relationship-building skills.

Ability to drive execution excellence under tight timelines.