Skills Required
Field Sales
Sales
Job Function
Sales
Sales Manager
Industry
Food & Beverages
Work Mode
On-site
Experience Required
6 - 10 years
Salary
-
Job Description
Scope of Work: - Area Sales Manager
1. Distribution & Sales Strategy
The core of the role is driving volume and value growth within a specific geographicterritory and to achieve the Primary Targets (In Kgs.) as decided by the management of the respective
distributors under the respective ASM Area, with proper planning and team leading. To appoint Restockiest or Distributor where necessary or as per company’s requirements and approvals.
• Primary & Secondary Sales: Managing the flow of stock from the company to distributors (Primary) and from distributors to retailers (Secondary).
• Expansion: Identifying "white spaces" (unmapped areas) and appointing new distributors or wholesalers to increase market reach.
• Infrastructure Management: Ensuring distributors maintain adequate stock levels, have sufficient delivery vehicles, and follow the company’s credit policies.
• Route to Market (RTM): Optimizing "Beats" (sales routes) for Sales Representatives to ensure maximum outlet coverage in minimum time.
2. Team Leadership & Coaching
An ASM typically manages a team of Sales Officers (SOs) or Sales Representatives (SRs). To appoint SR where needed as per Company’s requirements and approvals
• Training: Conducting on-the-job training (joint calls) to improve the team's selling skills and product knowledge.
• Target Setting: Breaking down annual/monthly regional targets into achievable goals for each team member.
• Performance Review: Monitoring daily sales reports (DSRs) and attend weekly Online Meeting with Company Head Office for report submission and to address bottlenecks.
3. Brand Visibility & Trade Marketing
In the tea industry, shelf "share of voice" is everything.
• Merchandising: Ensuring the product is displayed at eye level. For tea, this often involves managing "hangers" for small sachets or dedicated shelf strips. He should even analyses whether company other
Variants are also being placed by their team or as per competitor variants in the market.
• Sampling Activations: Organizing tea-tasting sessions at high-footfall locations or outside retail stores to drive trial.
• Scheme Management: Implementing trade schemes (e.g., "Buy 10 cases, get 1 free") and ensuring the benefits reach the retailer, not just the wholesaler.
4. Market Intelligence & Analysis
• Competitor Tracking: Monitoring rival brands' pricing, new packaging, and promotional activities.
• Consumer Insights: Reporting back on regional taste preferences (e.g., some regions prefer strong CTC tea, while others prefer dust or leaf tea).
• Freshness Checks: Monitoring "Market Returns" or near-expiry stock to ensure consumers always get a fresh aroma and taste
PI286033425
Area Sales Manager • Thane, Mahārāshtra, India, 403601
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