Area Sales Manager (B2B)

Role Overview

The Area Sales Manager (ASM) is responsible for managing sales operations within an assigned geographic area. This role involves achieving sales targets, developing customer relationships, managing distributor networks, driving team performance, and ensuring smooth market execution.

Key Responsibilities

1. Sales & Revenue Achievement

· Achieve monthly, quarterly, and annual sales targets for the assigned area.

· Monitor performance metrics and implement corrective actions when targets are not met.

· Identify opportunities for business growth and market expansion.

2. Market Development

· Expand distribution network and ensure adequate market coverage.

· Conduct market research to understand customer needs, competitor activities, and market trends.

· Develop and execute area-specific sales strategies.

3. Team Management

· Recruit, train, and supervise Sales Executives / Territory Sales In-charge.

· Conduct regular performance reviews, coaching, and motivation sessions.

· Ensure the team meets productivity and coverage standards.

4. Distributor / Channel Management

· Appoint, monitor, and manage distributors, dealers, and channel partners.

· Ensure proper inventory planning, order management, and timely collections.

· Resolve channel conflicts and maintain healthy trade relationships.

5. Execution & Compliance

· Ensure implementation of trade promotions, product launches, and marketing activities.

· Monitor merchandising, visibility, and brand presence across the area.

· Ensure adherence to company policies, pricing guidelines, and market hygiene.

6. Reporting & Data Management

· Prepare sales reports, competitor analysis, and market feedback.

· Use CRM/sales dashboards to track performance and provide insights.

· Present periodic business reviews to senior leadership.

Key Skills & Competencies

· Strong leadership & team-handling skills

· Excellent communication & negotiation abilities

· Analytical and data-driven decision-making

· Good understanding of channel sales and distribution management

· Ability to work under pressure and deliver results

· Relationship-building and problem-solving skills