Area Sales Manager

5 days ago

Mumbai, India Smaalt Consulting Full time

Key Responsibilities:

1) Sales & Distribution:

  • Drive primary and secondary sales for the assigned area across dairy SKUs (ghee, Kulfi & Dairy product )
  • Appoint and manage distributors, ensuring proper ROI, coverage and service level.
  • Ensure beat plan execution, availability and visibility of products at retail outlets.

2) Market Expansion:

  • Identify and open new towns, routes and retail counters.
  • Work on width and depth of distribution for both urban and rural markets.
  • Support in launching new products/SKUs and ensure timely market seeding.

3) Team Management:

  • Lead a team of Sales Officers (SO), Territory Sales Incharge (TSI) and Sales Promoters.
  • Train, motivate and monitor field staff to ensure daily productivity and market discipline.
  • Track market working through DSRs, market visits and joint working.

4) Execution & Reporting:

  • Monitor schemes, discounts and market claims.
  • Ensure timely distributor claims submission and resolution.
  • Share daily, weekly, and monthly MIS with HO and regional leadership.

5) Performance Tracking:

  • Review area-wise targets and KPIs regularly.
  • Identify gaps in sales performance and initiate corrective actions.
  • Work closely with the supply chain team to ensure OTIF deliveries.

6) Stakeholder Coordination:

  • Act as a bridge between distributors, retailers and company teams.
  • Coordinate with trade marketing for POPs, branding and local activations.
  • Liaise with finance/accounts for billing, credit notes and claim settlement.

Key Skills Required:

  • Strong understanding of FMCG General Trade distribution and dairy product dynamics.
  • Excellent distributor handling, people management and negotiation skills.
  • Strong data and Excel skills; familiarity with DMS and basic ERP.
  • Problem-solving attitude with ownership mindset and field orientation.

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