Area Sales Manager - Guwahati

Relaxo; Kamrup Metropolitan; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Relaxo is looking for an Area Sales Manager in Kamrup Metropolitan, Assam to achieve sales targets and manage distributor relationships effectively. The ideal candidate will have 5-10 years of experience in sales, preferably in the footwear or FMCG sector, and a graduate degree (MBA preferred).

Responsibilities include sales planning, distributor onboarding, and ensuring excellent product visibility. This position emphasizes leadership and effective stakeholder management in a dynamic sales environment.

Qualifications

• 5-10 years of experience in Sales with exposure to Retail Sales and Distribution management.
• Experience in Footwear, FMCG or FMCD industry is preferred.

Responsibilities

• Achieve sales targets in assigned territory and develop sustained growth.
• Manage distributors and ensure timely clearance of payments.
• Collect and synthesize product feedback from retailers.

Skills

Business Acumen

Selling skills

Market Knowledge

Analytical skills

Customer Focus

Collaboration

Adaptability

Result Orientation

Negotiation skills

Education

Graduate (MBA Preferred)

Job description

Area Sales Manager

Educational Qualification

Graduate (MBA Preferred)

Experience

5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.

Job Summary

• To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with sustained growth

Financial

• Sales planning: Translating the annual sales plan into quarterly, monthly, weekly and daily operational plans and developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be done in consultation with the Regional Sales Manager)
• Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category wise sales plan
• Collections: Ensure timely clearance of outstanding payments from distributors

Customer Orientation

• Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through SOs
• Product feedback: Collecting and synthesizing feedback on Relaxos product portfolio in the context of competitor products and providing appropriate recommendations
• Secondary feedback: Capturing feedback of retailers on secondary scheme, NPD and distribution
• Distributor appointment: Scouting and appointing new distributors as per defined norms
• Distributor onboarding: Ensuring distributor gets all relevant post appointment support
• Distributor account management: Being the point of contact for distributors; monitoring product movement at distributors by taking weekly updates from SOs of stock and credit limits
• Complaints management: Resolving complaints of channel partners inc. issues related to returns

People Orientation

• Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
• Mentorship and supervision: Mentoring, coaching and supervising company SOs
• Evaluation: Evaluating SO performance and creating customized action plan for each SO

Internal Business Process

• Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets the assigned territories
• Coverage improvement: Based on market visits, highlighting gaps in market and developing an action plan with SO.
• Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus articles, brand investments and merchandising
• Orders and credit management: Receiving distributor orders, checking credit limit and ensuring order details are shared with billing team
• Journey plan: Compiling market working reports from SOs and sharing then with the admin team
• Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
• Competitor schemes: Being up-to-date with latest competitor trade scheme and giving scheme recommendations to augment sales; communicating trade promotion schemes to SOs and Distributors
• Distributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in their portfolio
• MIS reports: Preparing MIS reports for target vs actual sales and other objectives
• Reviews: Timely review of monthly/quarterly performance with RSMs, SOs and distributors
• Sales forecasting: Providing sales forecast support to RSM
• Other strategic interventions: Focus on implementation of company’s strategic objectives for assigned sales area

Competencies

• Business Acumen
• Selling skills
• Market Knowledge
• Analytical skills
• Customer Focus
• Collaboration
• Adaptability
• Result Orientation
• Negotiation skills

Key Result Areas

Qualitative

• Sales Volume/Value Achievement
• % Revenue Contribution from NPDs
• Rs. Cr business from new Distr-Div. vs. target
• PJP adherence
• Average outstanding at end of each month as % of month’s sales
• Improve Adherence to Key Sales Processes.
• Coaching and mentoring provided to SOs
• Competitor Analysis
• Customer Service improvement

Key Stakeholder Management

Internal

• RSM
• Marketing Team
• Corporate Communication & NPD Team
• Production Planning & Logistics Team
• Distribution and Sales Support Team

External

• Distributors
• Retailers