Area Sales Manager

Job Summary

The Area Sales Manager is responsible for driving sales growth, expanding market share, and managing channel partners within the assigned territory for automotive, industrial, and specialty lubricants. The role focuses on achieving sales targets, developing distributor and dealer networks, identifying new business opportunities, and ensuring high levels of customer satisfaction.

Key Responsibilities

• Sales & Business Development
• Achieve monthly, quarterly, and annual sales targets for lubricant products.
• Develop and execute territory sales plans to maximize revenue and profitability.
• Identify and acquire new customers across automotive, industrial, commercial, and retail segments.
• Increase market penetration by expanding the dealer, distributor, and retailer network.
• Promote premium lubricant products and value-added solutions to customers.
• Channel ManagementAppoint, develop, and manage distributors and channel partners.
• Monitor distributor inventory, stock availability, and secondary sales.
• Conduct regular distributor performance reviews and implement improvement plans.
• Ensure timely collections and maintain healthy receivables.
• Customer Relationship ManagementBuild strong relationships with fleet operators, workshops, OEMs, industrial customers, and key accounts.
• Address customer concerns promptly and provide effective solutions.
• Conduct customer visits to understand business needs and identify upselling opportunities.
• Market Development: Analyze market trends, competitor activities, pricing, and customer requirements.
• Recommend promotional campaigns and marketing initiatives to improve market share.
• Organize product demonstrations, mechanic meets, retailer engagement programs, and technical seminars.
• Team Management : Lead, coach, and motivate Sales Executives and Territory Sales Officers.
• Set individual sales targets and monitor team performance.
• Conduct regular field visits and provide on-the-job coaching.
• Reporting & CompliancePrepare sales forecasts, territory reports, and market intelligence reports.
• Track key performance indicators (KPIs) including sales volume, revenue, market share, collections, and customer acquisition.
• Ensure compliance with company policies, pricing guidelines, and sales processes.