Area Sales Manager - FMCG/Pharma

WorkGeek Services; Ahmedabad District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

A dynamic sales company is looking for a Head of Sales to drive revenue in rural markets across Gujarat. This mid-senior level position involves managing a sales team and building strong B2B relationships. Candidates should have over 5 years of FMCG or pharma sales experience, with a proven record in rural markets. Highly analytical individuals who can leverage data for growth will be ideal. The role is full-time and comes with a budget of 12 - 18 lpa plus incentives.

Qualifications

• 5+ years in FMCG or pharma B2B sales; 4+ years in leadership role.
• Experience in rural and semi-urban markets.
• Proven ability to build sales networks.

Responsibilities

• Drive sales and expand distribution across rural markets.
• Lead a high-performing field sales team.
• Develop relationships with B2B customers.

Skills

FMCG B2B sales experience

Hands-on in rural markets

Sales analytics expertise

Interpersonal skills

Fluency in English and Hindi/Gujarati

Tools

CRM tools

Excel/Sheets

Job description

As Head of Sales, you will take ownership of driving sales and expanding distribution across rural and semi-urban markets in Gujarat. You’ll manage a portfolio of leading brands. You will be a key driver of business growth, field execution, and channel development, while also laying the foundation for our pharma distribution vertical.

This role requires a self-motivated, market-oriented leader who is both hands-on and strategic. You’ll work closely with the CEO, Head of Marketing, and Tech Lead. This is a high-impact role for someone who loves strategy, thrives on targets, mentors teams, and is ready to roll up their sleeves. Initially a state-specific role, it is designed to scale into a multi-state and pan-India leadership opportunity.

This role requires extensive field travel.

Key Responsibilities

• Own and deliver monthly and quarterly revenue targets across covered districts
• Build, lead, and coach a high-performing field sales team
• Expand distribution coverage into unserved and underserved territories
• Leverage Nielsen/market data to identify growth opportunities
• Conduct competitive benchmarking to develop best-in-class distribution practices
• Take quick, proactive action to protect market share and boost visibility
• Strengthen presence in modern trade, e-commerce, and institutional channels
• Develop anchor customer relationships with wholesalers, hospitals and other B2B customers.
• Optimize beat planning, route efficiency, and lead conversion
• Coordinate with operations to align demand forecasting and avoid sales loss
• Drive low-inventory, high-velocity models to reduce working capital needs
• Champion process-driven execution in all sales operations
• Develop customer systems to increase advance or cash sales
• Provide actionable insights through data dashboards and reports
• Collaborate across tech, ops, and finance to evolve from physical to digital sales

Required Qualifications, Capabilities, and Skills

• 5+ years in FMCG or pharma B2B sales; 4+ years in an ASM or equivalent leadership role
• Hands-on experience in rural/semi-urban markets, preferably in Gujarat
• Proven ability to scale sales networks from scratch
• Expertise in sales analytics, market data interpretation, and benchmarking
• Track record of success in modern trade, institutional sales, and e-commerce
• Proficiency in Excel/Sheets, CRM tools, and dashboarding
• Strong interpersonal, mentoring, and communication skills
• Fluency in English and Hindi/Gujarati

Budget - 12 - 18 lpa+ Incentive

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Pharmaceutical Manufacturing and Food and Beverage Manufacturing