Job Purpose The Senior Area Sales Manager will be responsible for driving sales growth, distributor management, market expansion, and team performance across Gujarat and Madhya Pradesh. The role involves leading a large field sales team, ensuring achievement of business objectives, strengthening market presence, and delivering sustainable revenue growth for the Duracell Chota Power portfolio.
Key Responsibilities
Sales & Business Development
- Achieve monthly sales target of approximately ₹2 Crore across the assigned territories.
- Develop and execute sales strategies to maximize primary and secondary sales.
- Expand market coverage by identifying recent business opportunities and strengthening distribution.
- Ensure effective implementation of sales promotions, trade schemes, and market development initiatives.
- Monitor sales trends and competitor activities to develop appropriate action plans.
Team Management
- Lead and mentor 4 Area Sales Executives (Acting ASMs).
- Manage and monitor the performance of 35 Sales Representatives/Sellers.
- Conduct regular market visits, coaching sessions, and performance reviews.
- Drive capability building through on-the-job training and continuous development.
Distributor & Channel Management
- Appoint and develop distributors to ensure optimal market coverage.
- Maintain healthy distributor ROI and inventory norms.
- Ensure timely collections and adherence to company credit policies.
- Resolve distributor issues to maintain long-term business relationships.
Market Execution
- Ensure availability, visibility, and merchandising of products across all channels.
- Improve numeric and weighted distribution.
- Execute trade marketing initiatives effectively.
- Conduct regular retailer and distributor engagement programs.
MIS & Compliance
- Review daily, weekly, and monthly sales reports.
- Ensure timely submission of sales forecasts, market intelligence, and expense statements.
- Maintain compliance with company policies and sales processes.
Key Performance Indicators (KPIs)
- Achievement of monthly sales target (₹2 Crore).
- Primary and secondary sales growth.
- Distribution expansion and outlet coverage.
- Team productivity and target achievement.
- Collection efficiency and outstanding control.
- Distributor performance and profitability.
- Market share growth.
- Sales forecast accuracy.
- Retail execution and merchandising compliance.
- Employee engagement and retention within the sales team.
Educational Qualification
- Graduate in any discipline.
- MBA/PGDM in Sales & Marketing preferred.
Experience
- 8–12 years of FMCG sales experience.
- Minimum 3–5 years in a managerial role handling multiple territories.
- Experience in batteries, electrical products, consumer durables, or related industries will be preferred.
Key Skills
- Sales Planning & Execution
- Distributor Management
- Team Leadership
- Territory Management
- Negotiation Skills
- Business Development
- Channel Sales
- Retail Excellence
- Data Analysis & MIS
- Communication & Presentation Skills
Reporting Structure
- Reports To: Regional Sales Manager / National Sales Manager
- Direct Reports: 4 Area Sales Executives (Acting ASMs)
- Indirect Team: 35 Sales Representatives/Sellers