Designation: Sales Manager

Department: Sales / Commercial

Location: Umargam, Gujarat / As per business requirement; travel as required

Job Purpose To lead and manage sales activities for the company’s products, achieve revenue and volume targets, develop customer and distributor relationships, expand market coverage, guide the sales team, and ensure effective sales planning, execution,

reporting, collections coordination, and customer service in line with company objectives.

Key Responsibilities

- Sales Planning & Target Achievement
- Develop and execute monthly, quarterly, and annual sales plans in line with approved business targets.
- Set sales targets for territories, channels, distributors, and team members, as applicable.
- Monitor sales volume, revenue, product mix, target achievement, and sales pipeline against plan.
- Identify performance gaps and implement corrective actions.
- Provide realistic sales forecasts and market updates to management.
- Market Development & Business Growth
- Identify new markets, customer segments, distributors, dealers, and business opportunities.
- Develop territory-wise plans to increase distribution, market penetration, and product availability.
- Build relationships with key customers, distributors, channel partners, and stakeholders.
- Monitor market trends, competitor activity, pricing, promotions, and customer preferences.
- Recommend opportunities for recent products, channels, and geographic expansion.
- Team Management & Performance
- Lead, guide, and support the sales team to achieve individual and collective targets.
- Allocate territories and accounts, review field activity, and monitor productivity.
- Conduct sales meetings, performance reviews, and field visits with team members.
- Coach employees on product knowledge, selling skills, negotiation, and customer handling.
- Support recruitment, onboarding, and performance improvement in coordination with HR.
- Distributor & Customer Management
- Develop relationships with distributors, dealers, retailers, and key accounts.
- Review distributor performance, stock availability, order fulfilment, market coverage, and secondary sales where available.
- Resolve customer issues with internal teams and ensure timely responses.




- Ensure customer commitments comply with approved company policies and commercial terms.
- Monitor customer feedback and recommend improvements in satisfaction and retention.
- Order, Supply & Cross-functional Coordination
- Coordinate with Production, Planning, Dispatch, Logistics, and Accounts to support timely order fulfillment.
- Review order status, product availability, dispatch schedules, and supply issues.
- Share sales forecasts and demand updates with planning and operations teams.
- Escalate stock shortages, delayed deliveries, quality complaints, and customer-impacting issues.
- Ensure sales commitments align with approved pricing, credit, inventory, and supply policies.
- Pricing, Collections & Commercial Discipline
- Work within approved price lists, discounts, schemes, credit limits, and commercial terms.
- Coordinate with Accounts and the sales team to monitor outstanding receivables and overdue payments.
- Escalate overdue or high-risk accounts to authorized management.
- Monitor discounts, schemes, returns, claims, and sales expenses against approval procedures.
- Support resolution of billing, payment, and distributor reconciliation issues.
- Reporting, MIS & Forecasting
- Prepare and review daily, weekly, and monthly sales reports and MIS.
- Track sales, revenue, volume, target achievement, pipeline, collections, and customer coverage.
- Maintain accurate customer, distributor, territory, and sales performance records.
- Submit sales forecasts, market intelligence, competitor updates, and action plans on time.
- Use sales data to identify trends, risks, opportunities, and performance gaps.
- Policies, Compliance & Brand Representation
- Ensure the sales team follows company policies, approved processes, and ethical business practices.
- Ensure product claims, promotional commitments, and customer communications are accurate and approved.
- Monitor applicable product handling, storage, and distribution requirements.




- Ensure timely submission of field reports, travel claims, and required documentation.
- Represent the company professionally in customer meetings, trade events, and market visits.

Required Skills & Competencies
- Strong sales planning, negotiation, communication, and relationship-management skills.
- Ability to analyze sales data, forecast demand, and drive business growth.
- Team leadership, coaching, conflict resolution, and performance-management skills.
- Understanding of distributor/channel management and territory development.
- Proficiency in MS Excel, PowerPoint, email, and CRM/sales reporting tools where applicable.
- Commercial awareness, customer focus, problem-solving, and decision-making ability.
- Ability to travel, manage priorities, and work toward targets.

Educational Qualification

- Graduate in Business Administration, Marketing, Commerce, or a related discipline. MBA in Marketing or Sales is an advantage.

Experience

- Typically 5–8 years of relevant sales experience, including team management and territory/channel development. FMCG, beverages, food products, distribution, or manufacturing experience is preferred.

Key Performance Indicators (KPIs)

- Achievement of monthly, quarterly, and annual sales revenue and volume targets.
- Territory and channel growth, distribution expansion, and new customer acquisition.
- Sales forecast accuracy and timely submission of sales MIS.
- Sales team productivity, target achievement, and field coverage.
- Distributor performance, order fulfilment, and customer retention.
- Collection performance and reduction of overdue receivables in coordination with Accounts.
- Compliance with approved pricing, discounts, credit limits, and commercial policies.
- Timely resolution or escalation of customer complaints and supply issues.
- Accuracy and timeliness of sales reports, market updates, and action plans.

Authority & Accountability
- The Sales Manager is accountable for sales planning, team performance, customer and distributor development,

forecasting, and reporting. Pricing exceptions, credit approvals, special discounts, contractual commitments, and
- expenditure outside approved limits require authorization from designated management.

📌 sales manager_FMCG (Gujarat)
🏢 EduRun Group
📍 Gujarat