Area Sales Manager

About the Job

Roles & Responsibilities

• Follow up and manage mainly secondary sales (sales from distributors to the general trade).
• Clearly communicate sales performance reports to the sales team and distributors.
• Support distributors on daily sell-out activities and follow up timely delivery of primary orders.
• Work closely with the Sales Coordinator.
• Achieve area revenue and SKU targets for all products through every distributor.
• Conduct weekly and monthly sales performance reviews with distributors and sales staff.
• Manage a team of Distributor Sales Representatives (DSR) to optimize performance in assigned territories.
• Work closely with retail distributors to manage stock and order management, demand forecasting, credit management, profitability, and sales team KPIs.
• Develop productive relationships with key retailers and wholesalers in the area to support distributor business growth.
• Manage key account customers under each distributor.
• Help build RTM database based on market nature and support distributor sales teams with account development and maintenance.
• Follow up secondary sales reports and take necessary actions on call rate, success rate, and strike rate.
• Analyze KPI reports and take appropriate corrective actions.
• Provide competitor activity insights to the Regional Sales Manager and Trade Marketing team.
• Ensure distributors carry all required stock and fill gaps based on market audit and analysis.
• Conduct competitor analysis with support from the marketing department.
• Conduct weekly and monthly meetings with DSRs and distributor staff.
• Manage emails and other communication channels such as Telegram.
• Ensure all distributor resources are fulfilled as per company standards.
• Provide downtime and undelivered order reports on a daily and weekly basis.
• Ensure responsible use of company resources including computers, vehicles, and documents.
• Spend 90% of working hours on physical market visits.
• Spend 10% of working hours on office and paperwork such as reports and data analysis.
• Continuously coach distributor sales representatives and staff.
• Manage DSRs and all distributor sales staff in the assigned area.
• Plan and coach the sales team while providing clear and actionable feedback.
• Motivate sales teams and distributors to achieve business objectives.
• Create strong partner relationships with all distributors.
• Maintain good relationships with sales coordinators and drivers.
• Communicate company EHS rules and regulations to distributors and customers.
• Ensure timely incident reporting.

About You

Requirements

Education: BA Degree in Sales & Marketing Management or related field of study.

Experience: Minimum 3 years of experience as Sales Representative or 1 year of experience as Area Sales Manager in FMCG.

Required Skills

• Sales skills.
• Communication skills.
• Commercial strategy.
• Sales execution and negotiation skills.

Skills Required:

• Sales / Marketing / Business / Management