Area Sales Manager

Role Purpose:

To drive primary and secondary sales in assigned territories of Bihar by strengthening distributor operations, improving market coverage, ensuring execution excellence, and building a productive frontline sales team in line with business plans set by the Business Head.

Key Responsibilities:

Sales Execution & Planning

• Execute sales plans and targets (primary & secondary) for the assigned territory
• Implement SOPs and systems rolled out by the Business Head
• Ensure beat planning, route adherence, and outlet productivity

Distribution & Market Coverage

• Manage and develop distributors across assigned districts
• Ensure numeric and weighted distribution expansion
• Improve reach in rural and semi-urban markets
• Monitor distributor stocks, credit, and claim settlements

GT & MT Execution

• Ensure effective GT coverage and visibility
• Handle local MT / regional chains where applicable
• Ensure scheme implementation and compliance

Trade Marketing & Activations

• Execute trade schemes and promotions
• Drive in-market activations and sampling programs
• Ensure POSM placement and visibility standards

Team Management

• Manage, guide, and monitor Sales Officers / Executives
• Ensure daily reporting, productivity, and discipline
• Provide on-the-job coaching and capability building

Systems & Reporting

• Ensure usage of Sales Force Automation (SFA)
• Timely reporting on sales, stock, competition, and market intelligence

COMPETENCY REQUIREMENTS

Functional:

• Strong understanding of GT sales operations
• Distributor handling and expansion experience
• Beat planning and outlet productivity management
• Basic trade marketing and activation exposure
• Experience of Bihar market preferred
• SFA usage and basic MIS reporting
• Understanding of SOP-driven execution

Leadership:

• Strong execution orientation
• Ability to manage and motivate frontline teams
• Problem-solving mindset
• High integrity and ownership