EXIITO Beverages is looking for an experienced and result-oriented Area Sales Manager to lead our sales operations across Gujarat.
The ASM will own state-level primary and secondary sales, manage the distributor network, lead the field sales team, and drive market expansion across Gujarat.
The role will directly supervise 8 Field Sales Officers + 1 Key Account Executive.
Key Responsibilities
Sales & Revenue Management
• Own Gujarat's primary and secondary sales targets.
• Develop strategies for volume growth, value growth and market
expansion.
• Break down targets city-wise, distributor-wise and FSO-wise.
• Monitor primary stock lifting versus secondary sales off-take.
Team Management
• Lead and mentor 8 FSOs and 1 KAE.
• Conduct regular joint market working.
• Monitor beat productivity and sales KPIs.
• Conduct weekly performance reviews and coaching.
Distributor Management
• Appoint and manage distributors and super-stockists.
• Monitor distributor ROI, stock levels and performance.
• Ensure timely claim settlements.
• Resolve distributor and channel-related issues.
Market Expansion
• Develop and optimize Route-to-Market (RTM) strategy.
• Increase numerical and weighted distribution across Gujarat.
• Expand into tier-2 and tier-3 towns and rural/semi-urban markets.
• Monitor competitor pricing, schemes and new product launches.
Reporting & Analytics
• Analyse primary vs. secondary sales gaps.
• Prepare monthly sales forecasts.
• Provide market intelligence and strategic recommendations to management.
Candidate Profile
• Bachelor's degree in Business, Commerce or related field.
• MBA in Sales/Marketing preferred.
• 5–7+ years FMCG/Beverage sales experience.
• 2–3+ years of managerial experience handling a state/large territory.
• Experience managing 8–15 sales representatives.
• Strong FMCG/Beverage distributor and stockist network in Gujarat.
• Strong negotiation, leadership and analytical skills.
• Gujarati, Hindi and skilled English communication skills preferred.