Area Sales Manager

Company Details:

Vicco Laboratories was established in the year 1952 by Late Mr. Keshav V Pendharkar.

In 1959 Late Mr. Gajanan Keshav Pendharkar joined his father in their family business. He had successfully formulated the first Ayurvedic paste in the world with 20 rare medicinal natural herbs. He is instrumental in bringing out the first yellow-colored face cream known as Vicco Turmeric Skin Cream, an Ayurvedic Product.

The science of Ayurveda, which is our nations heritage is being zealously promoted by Mr. G K Pendharkar. When all Indian companies (big or small) were succumbing to foreign technology, Mr. Pendharkar was relentlessly promoting Ayurveda which is being revered abroad.

After the demise of Mr. K V Pendharkar in 1971, Mr. G K Pendharkar took over the reins of the Company into his able hands and there was no looking back.

Right from its inception in 1952, the VICCO Group of companies has been charting an unwavering course that has catapulted (reached) the group into the international limelight. Vicco Laboratories, which has praised the Indian Ayurveda and its nurturing, protecting and rejuvenating medicinal products and remedies from a fierce abyss of disdain and contempt to the peak of worldwide recognition, esteem and honor, has completed its tough and tedious march of sixty years and has celebrated The Diamond Jubilee VICCO Group has emerged today as makers of the best internationally known products of the Ayurveda, the ancient Indian system of natural medicines.

Job Title

Area Sales Manager

Job Summary

The Area Sales Manager (ASM) for Skin, Personal and Oral Care will oversee sales operations within a designated geographical area to achieve business goals, including revenue, market penetration, and profitability targets. The role involves managing distributor relationships, leading a high-performing sales team, and implementing category-specific sales strategies to drive growth and ensure customer satisfaction in the personal and oral care segments.

Key Responsibilities

1. Sales Strategy and Execution

• Achieve and exceed sales targets for Skin, Personal and Oral Care products within the assigned area.
• Implement category-specific sales strategies to drive market penetration and improve product visibility.
• Identify high-growth areas and key accounts to maximize sales opportunities.
• Track and analyze sales performance, market trends, and competitor activities to adjust strategies as needed.

2. Distributor and Channel Management

• Develop and maintain strong relationships with distributors, wholesalers, and retailers.
• Ensure the availability and visibility of products across all sales channels, including modern trade, general trade, and e-commerce (if applicable).
• Monitor distributor performance, resolve issues, and ensure timely stock replenishment.

3. Team Management and Development

• Recruit, train, and manage a team of sales representatives to meet the demands of the personal and oral care category.
• Set clear performance goals, provide ongoing coaching, and conduct regular performance reviews.
• Motivate the team to achieve individual and collective sales objectives while fostering a culture of accountability.

4. Trade Marketing and Promotions

• Execute trade marketing and promotional campaigns tailored to the Skin, Personal and Oral Care category.
• Collaborate with marketing teams to develop in-store displays, product sampling, and brand visibility initiatives.
• Measure the effectiveness of promotional activities and provide feedback for improvement.

5. Customer Relationship Management (CRM)

• Build strong relationships with key retail partners, pharmacy chains, and specialty stores.
• Address customer complaints promptly and ensure high levels of customer satisfaction.

6. Stock Management

• Stock Management at depots & Distributors/Super Stockiest/Sub-Stockiest, Credit Control, Damage/Expiry Control for complete SKU and product range availability.

Skills and Qualifications

Essential Skills

• Deep understanding of the personal and oral care categories in the FMCG industry.
• Strong leadership and people management skills.
• Excellent negotiation, communication, and presentation abilities.
• Analytical mindset with proficiency in sales forecasting and market analysis.
• Knowledge of trade marketing strategies and in-store execution.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field. An MBA is preferred.
• Minimum 7+ years of sales experience in the FMCG sector, with at least 2 years of experience in personal or oral care.
• Proven track record of delivering results in a competitive sales environment.

KPIs (Key Performance Indicators)

• Sales growth and revenue targets for personal and oral care products.
• Market share growth in the assigned area.
• Effective distributor and channel management.
• Team productivity and retention.
• Successful execution of trade marketing initiatives.

Work Environment

• Extensive travel within the assigned area to meet customers, distributors, and sales teams.
• Collaboration with marketing and operations teams to ensure smooth execution of plans.