Area Sales Manager - General Trade

Himalaya; Ernakulam; On-site; INR 600,000 - 900,000; Full time

Job summary

Himalaya in Kerala, India seeks a sales leader to drive topline growth through channel partners and field sales teams. You will plan monthly sales, manage targets, and launch new products across focused markets, while optimizing distribution and partnerships to meet business objectives.

Lead teams, negotiate with distributors, and ensure SOP adherence and robust field execution to sustain growth across channels and geographies.

Responsibilities

• Accurate planning of sales at a monthly level for channel partners and sales team.
• Drive achievement of primary and secondary sales targets for the area.
• Plan and achieve revenue and volume targets across focused categories and channels per business plan.
• Leverage trade schemes and GTM initiatives to drive growth in the area.
• Plan and execute new product launches in markets and channels per targets.
• Identify and recommend infrastructure needs for driving growth in geography.
• Ensure availability of distribution infrastructure (distributors, 3P salesmen, vans).
• Align channel partners for yearly and monthly plans and conduct reviews.
• Achieve coverage and distribution norms with focus on category and channels.
• Negotiate with distributors for targets, investments, and stock availability; manage ROI.
• Adherence to SOPs and supply chain hygiene for the area.
• Execute growth, customer development and marketing plans with CD/CM teams.
• Implement sales processes and SOPs with emphasis on adherence and quality.
• Monitor competition to drive changes in sales and distribution planning.
• Drive RE management through visibility, merchandising and loyalty programs across channels.
• Ensure adherence to market working norms by teams.
• Utilize MIS and SFA systems across distributors and field force teams.
• Establish review mechanisms with team and channel partners; resolve operational issues.
• Hire, induct, coach and guide teams toward sales & distribution objectives.
• Set targets, monitor performance, and support continuous improvements.
• Communicate SOPs, policies and working methods to team members.
• Build motivation and enthusiasm in field teams.

Skills

Sales leadership

Channel management

Team coaching

Strategic planning

Tools

SFA system

Job description

Driving topline growth :

• Accurate planning of sales at a monthly level for his/her respective channel partners and sales team.
• Drive the achievement of primary and secondary sales target for the area.
• Plan and achieve specific revenue and volume based targets across focused categories, channel objectives as per the business plan.
• Leverage trade schemes, GTM initiatives to drive growth in the area.
• Plan and execute the new product launches in specific markets, channels to achieve the set targets as per the business plan.
• Identify and recommend infrastructure needs for driving business growth in geography.

Channel Partner Management :

• Ensure overall availability of distribution infrastructure for the area (distributors, 3P salesmen, Vans).
• Aligning channel partners for yearly and monthly business plans and conduct regular business reviews.
• Achieve coverage and distribution norms with focus on category, channels.
• Negotiate, influence distributors for achievement of targets, investments, settlement of claims, enable the availability of stocks etc. Manage distributor ROI.
• Adherence to SOPs, commercial and supply chain hygiene for the area.
• Execute growth, customer development and customer marketing plans, market expansion plans by partnering with CD, CM team.

Excellence in Execution :

• Implement sales processes, SOPs with strong focus on adherence and quality.
• Monitor competition activities to drive necessary changes and improvements in sales and distribution planning.
• Drive the overall RE management through effective implementation of visibility, merchandising and loyalty programs across channels.
• Drive adherence in teams towards market working norms.
• Drive utilization of MIS systems, SFA system across the distributor and field force teams.
• Establish ongoing review mechanisms with team and channel partners. Resolve operational issues for both team and channel partners.

Managing & Leading Teams :

• Hire, induct, coach and guide teams towards achievement of sales & distribution objectives.
• Set performance targets, monitor performance, suggest and support improvement on a continuous basis.
• Communication of methods, policies and ways of working to the team members to drive compliance to SOPs.
• Build motivation, enthusiasm in the field teams.