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Area Sales Manager

Area Sales Manager

Synapse Search PartnersIndia,Mangaluru, India
30+ days ago
Job description

Role Definition

The Area Sales Manager (ASM) is responsible for driving sales growth, managing distributors, and leading a sales team within an assigned geographic area. The role involves developing sales strategies, increasing market share, ensuring strong brand presence, and achieving revenue targets.

Key Responsibilities :

Sales and Revenue Growth-

  • Develop and implement sales strategies to achieve regional sales targets.
  • Drive primary and secondary sales through effective distributor management.
  • Ensure consistent growth in market share and brand penetration.
  • Identify new business opportunities and expand the customer base.

Distributor & Channel Management-

  • Appoint, monitor, and manage distributors, wholesalers, and retailers.
  • Ensure distributor ROI (Return on Investment) through efficient stock management.
  • Address distributor concerns and resolve supply chain issues.
  • Ensure timely payments and credit control adherence.
  • Control costs of supply and sales

    • Market Development & Brand Visibility-

  • Increase brand visibility and market share by executing promotional activities.
  • Ensure product availability and proper merchandising at retail outlets.
  • Work with the marketing team to implement trade promotions and consumer engagement programs.

    • Team Management & Training-

  • Recruit, train, and lead a team of Sales Officers / Executives.
  • Monitor team performance and provide coaching for improvement.
  • Set clear sales targets and review progress regularly.

    • Market Intelligence & Reporting-

  • Conduct market research to track competitor activities and consumer trends.
  • Analyze sales data and generate reports for management.
  • Provide insights for new product launches and marketing initiatives.

    • Qualifications & Experience :

  • Education : Bachelors / Masters degree in Business Administration, Marketing, or a related field.
  • Experience : 7+ years of sales experience in the FMCG sector, with at least 2 years in a managerial role.
  • Preferred Industry : FMCG (Food, Beverages, Personal Care, Household Products, etc.).

    • Working Conditions :

  • Field work i.e. personal visit to retailers and distributors in own vehicle
  • Document the work done in the sales force automation app
  • Work with team members to enable them to cover outlets onboarded
  • Report to Managing Director

    • Required Knowledge :

  • FMCG Industry & Market Dynamics Understanding consumer behavior, competition, and demand-supply factors.
  • Sales & Distribution Management Channel sales, primary & secondary sales, GT (General Trade), MT (Modern Trade).
  • Retailer & Distributor Management Knowledge of distributor operations, margin structures, and inventory management.
  • Sales Planning & Target Setting Ability to forecast and set achievable sales goals.
  • Trade Marketing & Promotions Understanding consumer promotions, trade schemes, and merchandising.
  • Basic Financial Knowledge Profit & loss, credit management, and ROI calculations.
  • Legal & Compliance Knowledge of GST, invoicing, and regulatory norms in FMCG sales.
  • Technology & Data Analytics Using CRM, DMS (Distributor Management System), Spreadsheets and sales dashboards.

    • Required Skills

  • Sales & Negotiation Skills Closing deals, handling objections, and improving margins.
  • Leadership & Team Management Motivating, training, and managing sales executives.
  • Problem-Solving & Decision-Making Handling distributor issues, stock shortages, and competitor actions.
  • Communication & Interpersonal Skills Engaging with distributors, retailers, and internal teams. Analytical & Strategic Thinking Interpreting sales data and making informed decisions.
  • Time & Territory Management Prioritizing tasks and covering assigned regions effectively.
  • Customer Relationship Management Building and maintaining strong relations with channel partners.
  • Execution & Follow-Up Ensuring timely implementation of sales strategies and schemes.

    • ref : iimjobs.com)

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    Area Sales Manager • India,Mangaluru, India