Area Sales Manager (B2B)

Area Sales Manager – Furniture Industry

Job Description

Job Title

Area Sales Manager

Industry

Furniture Manufacturing / Retail / Home Furnishings

Job Summary

The Area Sales Manager is responsible for driving sales growth, managing dealer/distributor networks, and expanding market presence within an assigned geographic territory. This role focuses on achieving revenue targets, strengthening retailer relationships, and ensuring effective product placement in furniture showrooms and retail outlets.

Key Responsibilities

1. Sales & Revenue Growth

• Achieve monthly, quarterly, and annual sales targets.
• Develop and execute area sales strategies aligned with company objectives.
• Identify new business opportunities (dealers, distributors, interior designers, project clients).
• Monitor competitor activities and market trends in the furniture segment.

2. Dealer & Channel Management

• Appoint and manage dealers, distributors, and retail partners.
• Maintain strong relationships with showroom owners and purchase managers.
• Ensure proper product display, branding, and merchandising standards.
• Support partners with promotional campaigns and sales schemes.

3. Market Development

• Conduct regular market visits to expand customer base.
• Identify new projects (hotels, offices, residential developments).
• Gather customer feedback on product design, pricing, and quality.

4. Team Management (if applicable)

• Supervise and guide sales executives or sales representatives.
• Set performance targets and conduct regular reviews.
• Train the team on product knowledge and selling techniques.

5. Reporting & Analysis

• Prepare sales forecasts and territory performance reports.
• Track inventory levels with distributors to avoid stock gaps.
• Analyze sales data to identify growth opportunities.

Required Qualifications

• Bachelor’s degree in Business Administration, Marketing, or related field.
• 3–8 years of experience in furniture, home décor, building materials, or related industry.
• Strong knowledge of retail and distribution sales models.
• Proven track record of meeting or exceeding sales targets.

Key Skills

• Territory management
• Dealer network development
• Negotiation and closing skills
• Market analysis
• Relationship management
• Communication and presentation skills
• Inventory planning
• CRM and MS Office proficiency

Preferred Experience

• Experience in modular furniture, office furniture, or home furnishing brands.
• Exposure to institutional/project sales (B2B segment).
• Knowledge of regional market dynamics and consumer trends.

KPIs (Performance Indicators)

• Revenue growth percentage
• Dealer acquisition & retention rate
• Market share increase
• Collection efficiency
• Inventory turnover ratio