1. Job Purpose

To lead and manage the sales team, achieve sales targets, develop new dealers, improve market coverage, ensure timely collections, and increase the company's market share and profitability.

2. Key Responsibilities

A. Sales & Target Achievement

- Prepare monthly and quarterly sales plans to achieve company targets.
- Monitor daily, weekly, and monthly sales performance.
- Ensure achievement of individual and team sales targets.
- Identify new business opportunities and expand market coverage.

B. Team Management

- Supervise Sales Executives and Area Sales Managers (ASMs).
- Set individual targets and monitor employee performance.
- Conduct regular sales meetings and performance reviews.
- Guide, train, and motivate the sales team to improve productivity.

C. Dealer Development & Territory Management

- Identify and appoint new dealers in approved territories.
- Maintain good relationships with existing dealers and customers.
- Ensure sales activities remain within the territories agreed upon by the company.
- Prevent unauthorized territory overlap and coordinate territory-related issues with management.

D. Payment Collection & Credit Control

- Monitor outstanding payments and ensure timely collection from dealers.
- Ensure compliance with the company's approved credit policy.
- Coordinate with the Accounts Department regarding overdue payments.
- Take immediate action on overdue accounts and report collection risks to management.

E. Reporting & Performance Monitoring

- Ensure all Sales Executives and ASMs submit daily reports on time.
- Review daily sales, collections, market visits, dealer development, and expenses.
- Submit a consolidated daily sales report to management before 6:00 PM.
- Prepare monthly performance reports with target versus achievement analysis.

F. Market Development

- Monitor competitors, market trends, customer requirements, and product demand.
- Recommend sales strategies, promotional activities,



and pricing improvements to management.
- Strengthen customer relationships and resolve sales-related complaints promptly.

G. Coordination & Compliance

- Coordinate with Accounts, HR, Logistics, and other departments.
- Ensure proper follow-up on orders, deliveries, payments, and customer complaints.
- Follow company policies, procedures, and management instructions.
- Maintain accurate sales records and ensure the team follows company reporting protocols.

3. Key Performance Indicators (KPIs)

- Monthly sales target achievement.
- Current dealer appointments and active dealer growth.
- Collection efficiency and reduction in overdue payments.
- Sales team productivity and individual target achievement.
- Territory coverage and customer visit performance.
- Timely submission and accuracy of daily reports.
- Customer retention and complaint resolution.
- Profitability and compliance with company policies.

4. Required Qualifications & Skills

- Bachelor's degree or equivalent qualification in Business, Marketing, or a related field preferred.
- Relevant experience in sales management, preferably in trading, industrial hardware, or fabrication supplies.
- Strong leadership, communication, negotiation, and team management skills.
- Ability to analyse sales data, prepare reports, and achieve targets.
- Knowledge of dealer management, credit control, and payment collection.
- Proficiency in MS Excel and sales reporting systems.

5. Authority & Accountability

- Responsible for the performance and discipline of the assigned sales team.
- Accountable for sales growth, dealer development, collection performance, and reporting compliance.
- Must obtain management approval for exceptional credit terms, unauthorized discounts, and other matters outside delegated authority.
- Must immediately report major sales shortfalls, overdue payments, customer disputes, and other critical issues to management.

Pay: From ₹25,000.00 per month

Benefits:

- Cell phone reimbursement
- Flexible schedule

Work Location: In person

📌 Area Sales Manager (Kozhikode)
🏢 Pakka Trading
📍 Kozhikode