Area Sales Manager

Liebherr Appliances India; Chandigarh, Patiala District; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Liebherr Appliances India is seeking a dynamic sales leadership professional to drive territory targets and grow the dealer/distributor network across the region. The role emphasizes trade schemes, partner relationships, and effective stock and credit management to boost market coverage and sales performance.

Key focus areas include channel optimization, partner training, and ensuring strong on-shelf execution with proper display and planograms, while coordinating with retail executives to

Qualifications

• Proven track record in sales management.
• Strong channel development and dealer network experience.
• Ability to train trade partners and sales staff.

Responsibilities

• Achieve territory sales targets across category and volume.
• Expand and manage the sales network by informing dealers and distributors about new or improved products and services.
• Implement trade schemes and uphold commercial discipline.
• Continuously improve channel efficiency.
• Maintain professional relationships with business partners.
• Oversee lead management, sales and business development across the region.
• Analyze the competitive landscape and report findings.
• Identify, evaluate and appoint new business partners to enhance market coverage.
• Monitor trade partner inventory levels and plan stock replenishments.
• Gather distributor and dealer feedback to improve processes.
• Ensure timely collections and partner sign-offs.
• Track stock movement trends and ensure availability of key SKUs.
• Train trade partners, salesmen and promoters on product knowledge.
• Ensure shop floor hygiene and planogram adherence.
• Implement credit policies to minimize DSOs and improve collections.
• Collaborate with retail executives to share product knowledge.
• Handle key accounts and channel sales with planograms and benchmarking.
• Enhance brand visibility and market presence.
• Maintain broad distribution and reach.
• Create monthly projection plans for sales and stock.

Job description

Role & responsibilities

Execution of Sales Management Process:

A) Achieve territory sales targets, both by category and volume.

B) Expand and manage the sales network by providing dealers and distributors with information on new or improved products and services to boost area sales.

C) Implement trade schemes and uphold commercial discipline.

D) Continuously work on improving the efficiency of the channel.

E) Maintain professional and productive relationships with business partners.

F) Oversee lead management, sales, and business development across the region.

G) Analyze the competitive landscape and report findings.

Appointing New Business Partners: Identify, evaluate, and appoint new business partners to enhance market coverage. Market Monitoring and Business Partner Management:

A) Monitor trade partner inventory levels and plan stock replenishments. B) Gather feedback from distributors and dealers to improve processes. C) Ensure timely collections and secure partner sign-offs. Interdepartmental Stakeholder Management:

A) Track stock movement trends and ensure continuous availability of key SKUs.

B) Train trade partners, salesmen, and sales promoters on product knowledge.

C) Ensure shop floor hygiene, including proper display and planogram adherence.

D) Implement credit policies to minimize daily sales outstanding and improve collections.

E) Collaborate with retail executives to share product knowledge and stay updated on counter trends.

Managing Key Accounts: Handle key accounts and channel sales, maintain planograms with competitive benchmarking, ensure optimal display, oversee scheme execution, and manage reconciliation and sign-offs.

Focus on Market Presence and Brand Visibility: Enhance brand visibility through increased market presence (reach) and improved counter share (extraction).

Maintaining Distribution: Ensure maximum numeric and weighted distribution to achieve broad market reach and depth.

Monthly Projection Planning: Create monthly projection plans to guide sales and stock requirements effectively.