Job
Description
Role & responsibilities The Area Manager will be responsible for driving distribution expansion, outlet reach, market execution, and distributor management across a cluster of towns/cities. They will lead a team of Area Executives and drive excellence in Go-to-Market (GTM) execution, including channel programs, technology adoption, and retail visibility. 1. Distribution Expansion Drive % increase in numeric and weighted distribution across the area. Expand town and zone coverage , identifying new opportunities and white spaces. Continuously improve distribution reach and outlet penetration. 2. Execution Excellence Ensure high execution scorecard performance (e.g., Perfect Store , POP compliance , beat plan adherence ). Conduct regular market audits and retail checks to monitor in-market execution quality. Collaborate with merchandising teams to optimize in-store visibility and activation. 3. Sales Volume & Target Achievement Achieve and exceed primary and secondary sales targets . Track and analyze sales performance across distributors and territories. Implement corrective action plans to bridge performance gaps. 4. Team Management Lead a team of Area Executives/Sales Officers. Drive performance management, team hiring , coaching , and retention . Build a culture of ownership, accountability, and high performance within the team. 5. Technology Adoption Use data-driven insights for sales planning, route optimization, and market execution. Drive digital enablement and tech adoption across the field team and distributor partners. 6. Distributor & Channel ROI Management Ensure ROI tracking , channel profitability, and financial hygiene. Enforce credit discipline and minimize outstanding through regular review. Drive PJP (Permanent Journey Plan) compliance and monitor route effectiveness. 7. Local Initiatives & Projects Lead territory-specific campaigns, market development programs , and local sales projects . Collaborate with marketing and trade teams to implement targeted activations. Capture on-ground consumer insights to shape local strategy and innovation. Qualifications & Skills: Graduate with 10+ years of experience in FMCG, Consumer Durables, or relevant sector. Strong experience in handling GTM operations, distributor networks, and rural/semi-urban market development. Proven track record in achieving volume targets and leading high-performing sales teams. Proficient in MS Excel, PowerPoint, and SFA/DMS tools. Analytical mindset with a strong drive for operational excellence and market innovation.
