Area Sales Manager

Jyothy Labs; Mumbai; On-site; INR 3,500,000 - 5,500,000; Full time

Job summary

Jyothy Labs Limited in Mumbai seeks a seasoned Sales Leader to drive major and secondary sales targets, optimize SKU availability, and expand distribution across territories. You will oversee distributor relationships, AR controls, and SFA compliance while coaching frontline teams.

The candidate should have 14–20 years of progressive FMCG sales experience, with strong Mumbai market understanding and a track record of meeting aggressive sales targets and managing large teams.

Qualifications

• MBA in Sales/Marketing/Business Management is an added advantage.
• 14–20 years of progressive sales experience in FMCG/Consumer Goods or related industries.
• Strong exposure to Mumbai market and its distribution network.

Responsibilities

• Drive achievement of primary and secondary sales targets on a monthly basis.
• Ensure 95% availability of Top 20 SKUs across key outlets/distributors.
• Maximize market coverage and strengthen distribution reach in assigned territories.
• Maintain accounts receivable controls with timely collections.
• Monitor SFA compliance and provide feedback to enhance team productivity.
• Manage distributor relationships and minimize attrition.

Skills

Sales leadership

Strategic planning

Forecasting

Channel management

Stakeholder management

Negotiation

Education

MBA in Sales/Marketing/Business Management

Graduate/Postgraduate in any discipline

Job description

Role & Responsibilities

• Drive achievement of primary and secondary sales targets on a monthly and quarterly basis in line with business objectives.
• Ensure 95% availability of the Top 20 SKUs across key outlets/distributors, minimizing stock-outs at month-end.
• Maximize market coverage and strengthen distribution reach across assigned territories.
• Maintain strict control over accounts receivable, ensuring timely collections and monthly reconciliations.
• Monitor Sales Force Automation (SFA) compliance and provide regular feedback to enhance team effectiveness and productivity.
• Manage distributor relationships effectively, ensuring distributor attrition remains below the defined target levels.
• Execute all trade schemes, promotional activities, and market development initiatives as per the companys annual sales plan.
• Track and report competitor activities, market trends, and business opportunities to the Regional Sales Manager/Zonal Head on a regular basis.
• Develop accurate sales forecasts and prepare rolling sales plans in alignment with organizational targets.
• Drive productivity improvements within the sales team while optimizing operating costs and resource utilization.
• Continuously assess the performance, capabilities, and development needs of Front line Sales Executives and Distributor Sales Representatives, ensuring regular coaching and training interventions to improve efficiency and effectiveness.
• Build and maintain strong relationships with distributors, key customers, and channel partners to accelerate business growth and market share.

Preferred Candidate Profile

• Graduate/Postgraduate in any discipline; MBA in Sales, Marketing, or Business Management will be an added advantage.
• 14 to 20 years of progressive sales experience in the FMCG, Consumer Goods, Personal Care, Home Care, Food, Beverage, or other comparable industries.
• Strong exposure to the Mumbai market, with an in-depth understanding of its distribution network, trade landscape, and customer dynamics.
• Proven track record of consistently delivering sales targets, expanding distribution, and managing large sales teams.
• Experience in handling distributors, key accounts, trade activation, and sales operations in a highly competitive environment.
• Strong analytical, planning, forecasting, and team management skills.
• Excellent stakeholder management, negotiation, and communication abilities.