Area Sales Manager

Philips; Kolkata District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Philips is seeking an Area Sales Manager in Kolkata to drive growth in the assigned district by building strong relationships with existing and new customers. You will lead the sales of a defined product portfolio, negotiate deals, and manage leads while meeting revenue targets and turnover goals.

You will develop territory plans, collaborate with inside sales and marketing for optimal coverage, and conduct regular business reviews to optimize product mix and promotions.

Qualifications

• 5+ years of General Trade Channel Experience.
• Experience & knowledge of channel sales.
• Experience leveraging existing channels and setting up new channels.
• Extensive experience in Distribution/Channel Management.
• FMCG industry experience (cosmetic channel preferred).
• Strong interpersonal skills.
• Proficient in Data Analytics and MS Office.

Responsibilities

• Develops, maintains and improves relations with existing and potential customers in the assigned district/area.
• Responsible for sales of the assigned portfolio of products within an assigned geographic territory, negotiating with clients, generating leads, qualifying prospects and managing sales of products and services.
• Achieves revenue growth and meets monthly/quarter/annual selling out targets in the area.
• Develops and executes territory business plans driving product usage and brand recommendations to meet sales targets.
• Partners with inside sales and marketing teams to optimize area coverage and promotions.
• Conducts monthly/quarterly/annual business reviews for the area.
• Focus on optimized product mix and turnover targets.
• Develops business partnerships with customers through consultative sales.
• Sell according to prices by account management and commercial policy.
• Limited negotiation for mixed and decentralized accounts.
• Ensures queries are solved balancing service and cost.
• Monitors customer stock, manages out-of-stock situations and overdues.
• Drives continuous improvements using LEAN principles.

Skills

General Trade experience

Channel sales

Channel development

Distribution/Channel management

FMCG experience

Interpersonal skills

Data analytics

MS Office

Job description

Job Title

Area Sales Manager

• Develops, maintains and improves relations with existing and potential customers in the assigned district/area
• Responsible for sales of the assigned portfolio of products within an assigned geographic territory, negotiating with clients, generating leads, qualifying prospects and managing sales of products and services
• Achieves established revenue growth expectations within assigned territory, and achievement of monthly/quarter/annual selling out target in his/her area.
• Develops and executes territory business plans driving product usage, brand recommendation (MOR, Most Often (Recommended), to meet and exceed direct sales targets
• Partners with inside sales and marketing teams to optimize area coverage. Understands and selects the right promotional tactics to optimize sales, responsible for maximizing promotions
• Conduct monthly/quarterly/annual business review with in his/her respected area
• Focus on optimized product mix (push sales/volume)
• Ensure orders are collected and Turnover targets are reached
• Commercially co-responsible for developing business partnership with customers, focusing on developing consultative sales partnerships with the customers
• Sell according to prices agreed by account management, and in accordance with commercial policy
• Limited negotiation for mixed and decentralized accounts
• Ensures queries are solved effectively balancing service and cost
• Monitor customer stock situation, effectively manage “out of stock” situations, and monitors customer overdues.
• Drives continuous improvements applying LEAN

Your Role

• Develops, maintains and improves relations with existing and potential customers in the assigned district/area
• Responsible for sales of the assigned portfolio of products within an assigned geographic territory, negotiating with clients, generating leads, qualifying prospects and managing sales of products and services
• Achieves established revenue growth expectations within assigned territory, and achievement of monthly/quarter/annual selling out target in his/her area.
• Develops and executes territory business plans driving product usage, brand recommendation (MOR, Most Often (Recommended), to meet and exceed direct sales targets
• Partners with inside sales and marketing teams to optimize area coverage. Understands and selects the right promotional tactics to optimize sales, responsible for maximizing promotions
• Conduct monthly/quarterly/annual business review with in his/her respected area
• Focus on optimized product mix (push sales/volume)
• Ensure orders are collected and Turnover targets are reached
• Commercially co-responsible for developing business partnership with customers, focusing on developing consultative sales partnerships with the customers
• Sell according to prices agreed by account management, and in accordance with commercial policy
• Limited negotiation for mixed and decentralized accounts
• Ensures queries are solved effectively balancing service and cost
• Monitor customer stock situation, effectively manage “out of stock” situations, and monitors customer overdues.
• Drives continuous improvements applying LEAN

You're The Right Fit If

• Preferably 5+years of General Trade Channel Experience
• Experience & knowledge of channel sales
• Ideal candidate should have experience of leveraging on existing channels & setting up new channels to reach the set objectives.
• Should possess extensive experience in at Distribution/Channel Management
• Candidates having experience in the FMCG industry (preferred - cosmetic channel)
• Good inter-personal skills
• Strong in Data Analytics and MS office

How We Work Together

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. Onsite roles require full-time presence in the company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

About Philips

Are you ready to do the work of your life to help the lives of others? Learn more about our business, discover our rich and exciting history and learn more about our purpose.