Area Sales Manager / Area Sales Officer

Location: Hyderabad, Chennai , Bangalore

Experience: 10+ years in FMCG Sales & Distribution General Trade

Preferred Category Exposure: Baby Care, Baby Skincare, and Nutrition

ABOUT PANACEA BIOTEC

Panacea Biotec is an integrated Indian biotechnology company with over 30 years of innovation and care. We have played a pivotal role in the eradication of Poliomyelitis supplying over 10 billion doses of the polio vaccine and over 220 million doses of the world's first fully liquid combination vaccines. A two-time recipient of the Thomson Reuters Top 50 Innovator of the Year award.

Our consumer business has launched science-driven solutions for newborns and children:

- Staart Prime Infant formula free from maltodextrin, palm oil, fructose, and table sugar; fortified with prebiotics.
- NikoMom — India's safest baby care range: diapers, wet wipes, massage oil, head-to-toe wash, lotion, and diaper rash cream.
- ChilRun — Clinically proven nutrition with over 18% higher protein absorption for ages 2+ and 7+.

Do you want to help build leading brands in the Baby Care category and take genuine ownership of territory growth? This role is for a sales leader who wants to own territory performance and help build emerging brands through disciplined sales and distribution execution.

YOUR MISSION

As an Area Sales Officer, you will drive strategic business expansion, top-line growth, and operational excellence across your assigned region by leading and mentoring a team of 4-5 Territory Sales Officers. You will be responsible for scaling distribution networks, optimizing distributor economics, driving route-to-market strategies across urban and rural clusters, and institutionalizing high-performance sales culture to maximize market share.

KEY RESPONSIBILITIES

1. AREA BUSINESS LEADERSHIP & GROWTH MANAGEMENT





- Take full ownership of primary and secondary revenue streams in your region, steering monthly and quarterly growth while maintaining disciplined weekly phasing.
- Guarantee robust distribution metrics across beat routes, with a sharp focus on Billed Outlets, Effective Coverage (ECO), and Product Range Expansion (LPPC).
- Synchronize route mapping with cross-functional verticals ) to widen market reach and ensure brand availability at every second or third outlet.
- Execute BTL marketing initiatives, evaluating campaign ROI while uncovering untapped opportunities to accelerate territory expansion and order volumes.

2. DISTRIBUTOR PARTNERSHIP & COMMERCIAL GOVERNANCE

- Lead the identification, appointment, and seamless integration of stockist partners throughout your assigned geography.
- Build strategic distributor alliances to streamline logistics, maintain strict credit terms, and optimize partner profitability and capital deployment.
- Oversee stock rotation and inventory health, preventing stockouts while ensuring prompt monthly submission of Stock & Sales Reports (SSR).
- Uphold commercial integrity by validating, processing, and clearing secondary scheme claims without delay.

3. PEOPLE LEADERSHIP & CAPABILITY BUILDING

- Recruit and onboard Sales Officers driving swift alignment and transparent performance expectations.
- Cultivate an engaging, high-accountability environment that encourages collaboration across your field team.




- Conduct regular on-the-ground coaching sessions to mentor reporters and elevate front-line sales execution skills.

4. TRADE SPEND & FINANCIAL MANAGEMENT

- Optimize area promotional investments through strategic allocation and disciplined trade deployment in key markets.
- Track trade spend effectiveness to ensure all schemes directly stimulate secondary movement and retail shelf off-take.

5. OPERATIONAL EXCELLENCE & ADMINISTRATIVE GOVERNANCE

- Demonstrate operational rigor by ensuring accurate submission of core administrative deliverables
- Leverage sales dashboards and ground data to evaluate market health, eliminate distribution bottlenecks, and feed strategic field intelligence to senior management.

WHO WE'RE LOOKING FOR

- Essential: 8+ years of total sales and distribution experience in FMCG General Trade, with at least 3+ years managing mid-level field managers (such as Territory Managers or Sales Officers), alongside a proven track record of driving regional revenue growth, scaling distribution infrastructure, optimizing distributor economics, and leading strategic route-to-market execution across diverse trade clusters in the assigned geography.
- Preferred: Background in personal care, baby care, baby skincare, or nutrition categories,Experience scaling emerging/ challenger brands or managing multi-category portfolios.
- You Are:A strategic and analytical leader who translates sales goals into actionable execution plans, using data-driven insights and metrics to improve territory health. You are passionate about building capability across your team, while serving as a trusted business partner capable of managing Ttrade relationships, driving commercial governance, and resolving complex trade issues decisively.

📌 Area Sales Manager (Bengaluru)
🏢 Panacea Biotec
📍 Bengaluru