To lead and manage the company's sales operations, expand market presence, achieve revenue targets, develop distributors/dealers, and ensure sustainable business growth across assigned territories.
Key Responsibilities
Sales Target & Achievement
- Set monthly, quarterly and annual sales targets.
- Drive achievement of primary and secondary sales targets.
- Monitor territory-wise and product-wise performance.
- Prepare corrective action plans for underperforming areas.
Market Expansion
- Develop new markets, distributors, dealers and retail outlets.
- Identify new business opportunities and market potential.
- Expand the company's distribution network across Gujarat and other states.
- Develop cluster-wise and territory-wise expansion plans.
Team Management
- Lead and guide Sales Officers, Sales Representatives and field teams.
- Set individual KPIs and review performance regularly.
- Conduct regular sales meetings and market reviews.
- Train and motivate the sales team for better productivity.
Distributor & Customer Management
- Build solid relationships with distributors, dealers and key customers.
- Monitor distributor stock, sales, collections and outstanding payments.
- Resolve customer complaints and commercial issues.
- Ensure effective product availability in the market.
Route & Distribution Management
- Plan sales routes and beat-wise market coverage.
- Improve vehicle/auto utilization and delivery productivity.
- Coordinate with dispatch and transport teams for timely deliveries.
- Monitor route-wise sales, expenses and profitability.
Collection & Credit Control
- Monitor customer outstanding and credit limits.
- Ensure timely collection as per company credit policy.
- Control overdue accounts and minimize bad debts.
- Review daily/weekly collection reports.
Sales Analysis & Reporting
- Review daily, weekly and monthly sales reports.
- Analyze sales vs. target, outlet activation, product mix and territory performance.
- Monitor new outlet additions and customer retention.
- Submit regular MIS reports to management.
Profitability & Business Growth
- Monitor territory-wise profitability and sales expenses.
- Improve product mix and contribution margins.
- Control unnecessary discounts, schemes and market expenses.
- Develop strategies for profitable long-term growth.
Coordination
- Coordinate with Production, Dispatch, Accounts, HR and Management.
- Ensure adequate stock availability based on market demand.
- Communicate market requirements and competitor activities to management.
Required Skills & Experience
- 10+ years of experience in FMCG sales / distribution.
- Strong knowledge of distributor and retail sales operations.
- Proven experience in achieving sales targets.
- Strong leadership and team-management skills.
- Good negotiation and communication skills.
- Ability to analyze sales data and prepare MIS reports.
- Willingness to travel extensively for market development.
- Knowledge of Gujarat and/or multi-state FMCG markets will be an advantage.