Sales & Marketing Manager

Key Responsibilities

1. Distributor Identification & Acquisition

Map assigned territory and identify potential distributors

Evaluate distributor financial strength, infrastructure, and market reach

Conduct meetings, present company portfolio & margin structure

Negotiate commercial terms as per company policy

Close distributor agreements and complete documentation

2. Onboarding & Activation

Ensure proper KYC, agreement signing, and documentation compliance

Support distributor with initial stock planning and opening order

Coordinate with logistics for first dispatch

Set up billing systems and product listing

Ensure market launch within 15 days of appointment

3. Market Infrastructure Setup

Assist distributor in appointing salesmen

Design beat plans and coverage plans

Ensure retailer onboarding in first 30–45 days

Ensure proper product visibility and merchandising

4. Sales & Performance Monitoring

Ensure primary order generation as per target

Track secondary sales movement

Monitor stock levels and avoid stock-out situations

Identify slow-moving SKUs and take corrective action

5. Relationship & Retention

Maintain regular contact with distributors

Resolve operational and payment issues

Ensure timely payment collections as per credit policy

Conduct monthly performance review meetings

Key Performance Indicators (KPIs)

Number of distributors onboarded (Monthly/Quarterly)

Opening order value per distributor

Time taken for activation (Days from agreement to market launch)

Secondary sales achievement (First 90 days)

Distributor ROI & stock rotation

Coverage expansion (Retail outlets added)

Required Skills & Competencies

Strong negotiation and persuasion skills

Territory mapping capability

Understanding of FMCG distribution structure

Financial evaluation ability

Relationship-building mindset

Execution-driven and target-focused

Qualifications :

Graduate in any discipline (MBA preferred)

2–5 years experience in FMCG sales or distribution development

Field sales experience mandatory