Area Manager - Channel Sales - Agri

Aliaxis; Kota; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Aliaxis is recruiting a results-driven Sales Planning and Execution professional for its India sales team. You will forecast revenue, develop market strategies with RGM, monitor area performance and drive distributor growth across product lines.

You will map outlets, create beat plans, negotiate with major accounts, manage activations, and lead channel development while building strong relationships with customers and influencers.

Responsibilities

• Forecast annual, quarterly and monthly revenue streams.
• Develop sales strategies with RGM to improve market share across all product lines.
• Monitor area sales, analyse variances and implement area-specific action plans for revenue growth.
• Maintain sales staff and distributor performance records; provide productivity reports to management.
• Perform sales activities for major accounts and negotiate prices and discounts with RGM.
• Map retail outlets in the area and allocate them to the sales team.
• Create beat plans for TGEs and TGMs and support engagement with key influencers.
• Negotiate with major accounts on prices and discounts in consultation with RGM; drive distributor performance on key metrics.
• Provide recommendations on new distributor appointments and distributor management systems.
• Channel development for primary and secondary sales; expand channel footprint.
• Gather market intelligence, evaluate trends and provide updates to RGM with actionable recommendations.
• Assist in activations, launches and branding initiatives to maximise area visibility.
• Plan and execute New Product Development in the assigned area.
• Recruit, develop and manage the sales team; train on account sales, growth and contract basics.
• Develop competencies: problem-solving, leadership, communication, negotiation, and MS Office skills.

Job description

Roles and Responsibility:

Sales Planning and Reporting

1. Accurately forecast annual, quarterly and monthly revenue streams

2. Collaborate with RGM to develop sales strategies to improve market share in all product lines.

3. Monitor area sales, analyse variances and develop & implement area specific sales action plans to ensure revenue growth across product categories.

4. Maintain sales staff and distributor performance records in order to effectively analyse business and individual performance; provide productivity reports as required to management.

Sales Execution

5. Perform sales activities for major accounts and negotiate sales price and discounts in consultation with RGM.

• Map the retail outlets in the area and allocate them to the sales team.

7. Create beat plan for TGEs and TGMs and monitor its adherence; assist them in establishing personal contact and rapport with key influencers, decision-makers in the area.

• Liaise with major accounts and negotiate sales price and discounts in consultation with RGM.
• Drive and monitor distributor performance on metrics of sales, on-time delivery, query resolution.

10. Provide recommendations on new distributor appointment and distributor management system.

11. Channel Development for primary and secondary sales; channel management and expansion.

Market Intelligence and Analysis:

• Constantly gather market and competitor intelligence, evaluate market trends and provide updates to RGM, along with recommendations for tackling
• Compile and analyse clustered specific sales figures to derive sales trends and forecasts across products.

Activations & Launches

• Provide inputs to the regional branding execution manager in devising apt branding initiatives for the area.
• Implement area specific trade promotional/branding/marketing initiatives activities and strive to ensure maximum visibility through the marketing and promotion activities.
• Conduct influencer engagement programs like sales promotion activities and key plumber/architect/consultant meets for demand generation.

17. New Product Development planning & execution in the assigned area

Resource Management and Development

• Responsible for the recruitment, direction, organisation, performance appraisal, control and motivation of sales team to accomplish specific sales objectives.
• Educate and train sales team (self + through corporate sales training) in the areas of account sales and growth, selling & communication skills, presentation skills, competition tracking and business/financial matters on contracts/ invoicing etc.

Role Specific Competencies:

• Problem-solving and analytical skills to interpret sales performance and market trend information.
• Ability to motivate and lead the sales team.
• Experience in developing marketing and sales strategies Excellent oral and written communication and presentation skills, plus a good working knowledge of Microsoft Office Suite
• Ability to build relationships,
• Influencing and Negotiation ability

Language : Fluent in English and local language