Area Sales Manager

Grade: Manager

Function: Sales

Purpose of the Role:

The Area Sales Manager is entrusted with executing the company’s business strategy within a defined territory. This role is accountable for driving topline growth while advancing strategic priorities beyond volume, such as expanding market coverage and strengthening distribution networks.

Qualification & Experience

• Qualification: Post Graduation in Sales & Marketing from Premier Business Schools
• Prior Experience: 1-3 years in Sales & distribution roles wherein the member has managed a territory independently

Key Deliverables of the Role

• Sales Strategy & Planning: Develop and implement sales strategies tailored to the region’s market dynamics, ensuring alignment with overall business objectives.
• Target Achievement & Sales Initiatives: Lead the team of Territory Sales Officers/Executives to plan and achieve sales targets. Drive key initiatives such as outlet expansion, growth acceleration, and experimentation to unlock new opportunities.
• Distribution System Development: Establish and strengthen the distribution network to ensure optimal market coverage and product availability.
• Depot Supply Chain Management: Oversee supply chain operations for the depot, ensuring timely and efficient stock movement and inventory management.
• Creative Sales Planning: Conceptualize and execute innovative sales activities to boost volume, enhance brand visibility, and expand market reach.
• Team Development & Coaching: Foster the growth and development of the sales team through regular coaching, capability building, and career progression support.
• Execution of Strategic Projects: Drive centrally-led thrust areas and key business projects within the designated geography, ensuring timely and effective execution.

Knowledge, Skills & Competencies­

• Champion Sales Processes, Enablers and Tools
• Execution Excellence
• Shape & Deploy Channel/ GTM Strategy
• Be Decisive
• Influence to Drive Results
• Nurture Talent

Reporting Relationships

• Upwards – Cluster Head
• Downwards – Territory Sales Officers & Executives

Other Functional Interfaces

• Internal – Customer Development & Marketing Manager, Divisional HR Manager, Divisional Supply Chain Manager, Divisional Commercial Manager
• External – Trade Partners