Area Sales Manager

Job Summary

The organization is seeking an Area Sales Manager to oversee regional sales operations, distribution networks, and customer service agendas across assigned territory distributors. Reporting to the Regional Sales Manager, the role focuses heavily on driving secondary sales from distributors to general trade, managing Distributor Sales Representatives (DSRs), facilitating supply chain logistics from plant to customer, and optimizing overall distributor performance and profitability.

Key Responsibilities

• Secondary Sales & Target Execution: Drive and manage secondary sales from distributors to general trade, ensuring the achievement of area revenue and SKU targets across all product lines.
• Distributor Operations & Support: Oversee daily distributor operations, maintain preset operational standards, assist with sell-out activities, follow up on timely primary order deliveries, and manage P&L reviews and action plans.
• Team Leadership & Coaching: Manage, guide, and optimize the performance of Distributor Sales Representatives (DSRs), conducting regular weekly and monthly performance reviews.
• Retail & RTM Management: Support retail distributors with stock and order management, demand forecasting, credit management, profitability, KPIs, and route-to-market (RTM) database development.
• Market Intelligence & Reporting: Monitor and report competitor activities, analyze call rates, success rates, strike rates, and other key performance indicators to advise leadership and trade marketing.

Qualifications

• Education: BA Degree in Sales & Marketing Management or a related field.
• Experience: Minimum of 5 years of experience as a Sales Representative or 2 years as an Area Sales Manager within the FMCG industry.

Required Skills

• Technical Skills: Sales management, secondary distribution operations, route-to-market (RTM) strategy, P&L financial analysis, demand forecasting, and inventory/stock management.
• Core Skill Tags: Communication & negotiation, attention to detail, organization skills, results-driven mindset, and analytical problem-solving.