Area Sales Manager fmcg

Area Sales Manager / Senior Sales Officer – FMCG

Key Responsibilities

Distributor Development

• Identify and appoint distributors, super-stockists and sub-distributors.
• Develop new territories and strengthen existing distribution.
• Negotiate commercial terms and distributor targets.
• Monitor distributor stock, billing, secondary sales and inventory.
• Maintain healthy distributor relationships.

Market Development

• Conduct market mapping across assigned territories.
• Identify high-potential towns, markets and retail clusters.
• Open new outlets and expand numeric distribution.
• Develop General Trade (GT), supermarkets, specialty stores and other suitable channels.
• Identify new business opportunities and unexplored markets.

Sales Achievement

• Achieve monthly, quarterly and annual sales targets.
• Drive both primary and secondary sales.
• Increase order frequency and outlet productivity.
• Ensure regular market visits and beat-plan execution.
• Convert inactive outlets into active customers.

Retailer & Outlet Expansion

• Appoint new retailers.
• Increase product availability and visibility.
• Ensure proper merchandising and placement.
• Monitor competitor pricing, schemes and new launches.
• Build strong retailer relationships.

Team Management

If assigned a sales team

• Recruit/support recruitment of Sales Executives.
• Allocate territories and beats.
• Set daily/weekly/monthly targets.
• Conduct joint market visits.
• Train and coach sales staff.
• Review productivity and performance.
• Take corrective action when targets are missed.

Collection & Credit Control

• Follow up distributor/customer outstanding payments.
• Maintain collection discipline.
• Monitor credit limits.
• Coordinate with accounts for overdue payments.
• Avoid unhealthy credit-based sales.

Market Intelligence

Regularly report

• Competitor products
• Competitor pricing
• Distributor margins
• Retailer margins
• New product launches
• Market demand
• Customer feedback
• Competitor schemes
• Territory opportunities

Product Launch & Promotion

• Launch new products in assigned markets.
• Conduct retailer/product presentations.
• Execute company schemes and promotional activities.
• Support sampling, visibility and local activations.
• Ensure promotional materials reach the market.

Reporting

Submit

• Daily field report
• Daily order report
• Distributor report
• New outlet report
• Collection report
• Weekly sales report
• Monthly achievement report
• Competitor/market intelligence report

Key Performance Indicators (KPIs)

The candidate will be measured on

Sales

• Primary sales achievement
• Secondary sales achievement
• Monthly target achievement

Distribution

• New distributors appointed
• New outlets opened
• Active outlet growth
• Territory coverage

Productivity

• Productive calls/day
• Orders/day
• Average order value
• Repeat order frequency

Collections

• Collection achievement
• Outstanding control
• Credit discipline

Market Development

• New territory development
• New channel development
• Product visibility
• Market share growth

Pay

₹50,000.00 - ₹65,000.00 per month

Benefits

Cell phone reimbursement

Flexible schedule

Provident Fund

Work Location

In person