Area Sales Manager

Role & responsibilities

Execution of Sales Management Process:

A) Achieve territory sales targets, both by category and volume.

B) Expand and manage the sales network by providing dealers and distributors with information on new or improved products and services to boost area sales.

C) Implement trade schemes and uphold commercial discipline.

D) Continuously work on improving the efficiency of the channel.

E) Maintain professional and productive relationships with business partners.

F) Oversee lead management, sales, and business development across the region.

G) Analyze the competitive landscape and report findings.

Appointing New Business Partners: Identify, evaluate, and appoint new business partners to enhance market coverage. Market Monitoring and Business Partner Management:

A) Monitor trade partner inventory levels and plan stock replenishments. B) Gather feedback from distributors and dealers to improve processes. C) Ensure timely collections and secure partner sign-offs. Interdepartmental Stakeholder Management:

A) Track stock movement trends and ensure continuous availability of key SKUs.

B) Train trade partners, salesmen, and sales promoters on product knowledge.

C) Ensure shop floor hygiene, including proper display and planogram adherence.

D) Implement credit policies to minimize daily sales outstanding and improve collections.

E) Collaborate with retail executives to share product knowledge and stay updated on counter trends.

Managing Key Accounts: Handle key accounts and channel sales, maintain planograms with competitive benchmarking, ensure optimal display, oversee scheme execution, and manage reconciliation and sign-offs.

Focus on Market Presence and Brand Visibility: Enhance brand visibility through increased market presence (reach) and improved counter share (extraction).

Maintaining Distribution: Ensure maximum numeric and weighted distribution to achieve broad market reach and depth.

Monthly Projection Planning: Create monthly projection plans to guide sales and stock requirements effectively.