General Manager

GENERAL MANAGER – SALES

Company: Vijay Mamra Factory

Department: Sales & Business Development

Designation: General Manager – Sales

Location: Gondal, Gujarat

Reporting To: Director / CEO

Job Purpose

To lead and manage the company's sales operations, expand market presence, achieve revenue targets, develop distributors/dealers, and ensure sustainable business growth across assigned territories.

Key Responsibilities

Sales Target & Achievement

• Set monthly, quarterly and annual sales targets.
• Drive achievement of primary and secondary sales targets.
• Monitor territory-wise and product-wise performance.
• Prepare corrective action plans for underperforming areas.

Market Expansion

• Develop new markets, distributors, dealers and retail outlets.
• Identify new business opportunities and market potential.
• Expand the company's distribution network across Gujarat and other states.
• Develop cluster-wise and territory-wise expansion plans.

Team Management

• Lead and guide Sales Officers, Sales Representatives and field teams.
• Set individual KPIs and review performance regularly.
• Conduct regular sales meetings and market reviews.
• Train and motivate the sales team for better productivity.

Distributor & Customer Management

• Build strong relationships with distributors, dealers and key customers.
• Monitor distributor stock, sales, collections and outstanding payments.
• Resolve customer complaints and commercial issues.
• Ensure effective product availability in the market.

Route & Distribution Management

• Plan sales routes and beat-wise market coverage.
• Improve vehicle/auto utilization and delivery productivity.
• Coordinate with dispatch and transport teams for timely deliveries.
• Monitor route-wise sales, expenses and profitability.

Collection & Credit Control

• Monitor customer outstanding and credit limits.
• Ensure timely collection as per company credit policy.
• Control overdue accounts and minimize bad debts.
• Review daily/weekly collection reports.

Sales Analysis & Reporting

• Review daily, weekly and monthly sales reports.
• Analyze sales vs. target, outlet activation, product mix and territory performance.
• Monitor new outlet additions and customer retention.
• Submit regular MIS reports to management.

Profitability & Business Growth

• Monitor territory-wise profitability and sales expenses.
• Improve product mix and contribution margins.
• Control unnecessary discounts, schemes and market expenses.
• Develop strategies for profitable long-term growth.

Coordination

• Coordinate with Production, Dispatch, Accounts, HR and Management.
• Ensure adequate stock availability based on market demand.
• Communicate market requirements and competitor activities to management.
  

Required Skills & Experience

• 10+ years of experience in FMCG sales / distribution.
• Strong knowledge of distributor and retail sales operations.
• Proven experience in achieving sales targets.
• Strong leadership and team-management skills.
• Good negotiation and communication skills.
• Ability to analyze sales data and prepare MIS reports.
• Willingness to travel extensively for market development.
• Knowledge of Gujarat and/or multi-state FMCG markets will be an advantage.

Key Success Measures

Revenue Growth • Market Expansion • Distributor Network • Outlet Coverage • Collection Efficiency • Team Productivity • Territory Profitability • Customer Satisfaction