Area Sales Manager

Job Description

Role & responsibilities 1. Sales & Revenue Management Drive sales growth across the assigned territory by managing dealer performance. Ensure achievement of monthly, quarterly, and annual sales targets. Track sales trends and take corrective actions to address any shortfalls. 2. Dealer Relationship Management Build and nurture strong relationships with existing dealers. Act as the primary point of contact between the company and its dealer partners. Address dealer concerns promptly and maintain high levels of satisfaction and engagement. 3. Product Placement & Display Ensure proper product availability and visibility at dealer outlets. Enforce company guidelines on branding and product displays. Support dealers with promotional material and display aids. 4. Inventory & Supply Chain Coordination Monitor dealer stock levels and ensure timely replenishment of inventory. Work with the logistics and supply chain team to prevent stock-outs or overstock situations. Support dealers in forecasting demand based on historical data and market trends. 5. Training & Capability Building Train dealer staff on product features, USPs, sales techniques, and after-sales service. Conduct regular skill-building sessions to improve dealer performance. Share new product information and updates effectively with the dealer network. 6. Market Intelligence & Feedback Collect and report on competitor activities, pricing strategies, and new market entrants. Share ground-level insights with the head office for product or strategy refinement. Monitor customer feedback received through dealers and take necessary actions. 7. Compliance & Policy Adherence Ensure that dealers comply with company policies, pricing structures, and business ethics. Conduct regular audits to maintain uniformity in business practices across the territory. Prevent and manage any deviations or grey-market practices. ties Key Performance Indicators (KPIs) Sales vs. target achievement Dealer satisfaction and retention rate Display and branding compliance Inventory health (turnover ratio, stock-outs) Training coverage and effectiveness Market share improvement in the area Preferred candidate profile Preferred Candidate Profile: Area Business Manager (Dealer Network)1. Educational Qualifications Bachelors degree in Business Administration, Marketing, or related field (essential) MBA/PGDM in Sales & Marketing or Retail Management (preferred) 2. Work Experience 36 years of relevant experience in channel sales, dealer management, or area sales operations Prior experience in managing a dealer/distributor network Experience in industries like FMCG, consumer electronics, automotive, or building materials is an added advantage 3. Key Skills & Competencies Strong understanding of channel sales, dealer operations, and distribution models Excellent relationship management and negotiation skills Proficiency in sales planning, forecasting, and execution Strong analytical abilities and comfort with data-driven decision making Good command over MS Excel, PowerPoint , and CRM tools (e.g., Salesforce) Effective communication and presentation skills Ability to handle a large geographical area with frequent travel 4. Behavioral Traits Self-motivated and target-driven Ability to influence and engage stakeholders (internal and external) Strong problem-solving and decision-making ability High level of accountability and ownership Adaptability and resilience in a competitive environment