Area Sales Executive

Patanjali Foods Limited; Ahmednagar, Jodhpur; On-site; INR 300,000 - 600,000; Full time

Job summary

Patanjali Foods Limited is seeking an Area Sales Executive to manage distributors and drive sales in the assigned Maharashtra region. The role emphasizes distributor onboarding, route planning, and ensuring market coverage to hit sales targets.

Responsibilities include team hiring, coaching, joint field work, and continuous monitoring through SFA/portal, with a focus on improving outlet productivity and order value.

Qualifications

• Experience in driving sales growth and managing distributor networks.
• Ability to plan routes and beats to maximize coverage.
• Proven track record of achieving daily, monthly and yearly targets.

Responsibilities

• Define roles, responsibilities, and standard processes for the Area Sales Executive.
• Ensure availability of distributor network across towns/markets.
• Develop area for sustainable and profitable growth.
• Appoint distributors per company norms and ensure distributor readiness.
• Recruit and onboard sales team; provide coaching and monitoring.
• Monitor sales through SFA/portal; drive productivity.
• Achieve target sales and ensure complete range selling.
• Plan distributor-wise routes/beats and ensure market coverage.
• Visit distributors daily; verify stock and billing; joint field work.
• Monitor orders, billing, dispatch, and market supply; take corrective action.

Skills

Distributor management

Team leadership

Market coverage

Sales planning

Route planning

Job description

Job description

Define the roles, responsibilities, and standard working process of an Area Sales Executive to ensure effective distributor management, team productivity, market coverage, and achievement of sales targets in the assigned area.

Area Responsibilities

• ASE will be fully responsible for the assigned area.
• Ensure availability of distributor network across all potential towns/markets.
• Develop the area for sustainable and profitable growth.

Distributor Management

• Appoint distributors in uncovered or vacant areas strictly as per company norms.
• Ensure proper infrastructure, manpower, vehicle, and financial capability of distributors.
• Maintain healthy distributor relationships and resolve operational issues.
• Ensure distributor-wise route/beat planning for effective supply.

Team Hiring & Monitoring

• Recruit sales team (DSM/SO/TSI) as per manpower plan and company policy.
• Ensure proper induction, training, and on-job coaching.
• Monitor team performance daily through SFA/portal/app.
• Improve team productivity through regular reviews and joint working.

Target Achievement & Range Selling

• Achieve daily, monthly, quarterly, and yearly sales targets.
• Ensure complete range selling across all distributors and retail outlets.
• Focus on numeric distribution, weighted distribution, and product visibility.

Route & Beat Planning

• Prepare and approve distributor-wise route/beat plans for salesmen.
• Ensure: Proper market coverage, Optimal outlet count per beat, Weekly/Fortnightly order cycle
• Review and revise route plans periodically to improve order value and supply efficiency.

Market Visit & Joint Working

• Mandatory visit to minimum 2 distributors daily.
• Conduct physical vs system stock verification at distributor point.
• Check billing accuracy and ensure orders generated from market are billed and supplied.
• Do minimum 2 hours joint working with salesman at retail outlets daily.
• Improve: Outlet productivity, Order value, Strike rate

Sales Process Monitoring

• Ensure all orders are captured through the system/app.
• Verify: Orders vs billing, Billing vs dispatch, Dispatch vs market supply
• Take corrective action in case of gaps.

System & Portal Usage

• Regularly monitor team attendance, beat coverage, orders, and productivity through SFA/portal.
• Ensure real-time reporting and data accuracy.
• Use system reports for performance review and decision-making.

Reporting & Review

• Submit daily market visit and distributor visit reports.
• Conduct weekly distributor and team performance reviews.
• Share monthly area performance analysis with seniors.

Compliance & Discipline

• Ensure adherence to company policies, SOPs, and ethical standards.
• Maintain discipline in team regarding attendance, reporting, and market execution.

Key Performance Indicators (KPIs)

• Sales target achievement (%)
• Distributor coverage & productivity
• Range selling compliance
• Route/beat adherence
• Team productivity & market coverage
• Stock accuracy & billing efficiency

The Area Sales Executive plays a critical role in driving sales growth, strengthening distributor network, and improving market execution. Strict adherence to this SOP will ensure consistent performance and sustainable business growth.