Area Sales Manager - Mumbai

Relaxo; Mumbai; Hybrid; INR 1,200,000 - 1,800,000; Full time

Job summary

Relaxo is seeking an Area Sales Manager in Mumbai. You will drive sales targets in the assigned territory by leveraging existing products and launching new ones through distributor and retailer partnerships.

The role requires engaging with distributors, monitoring stock, and ensuring timely collections, while aligning with the Regional Sales Manager’s guidelines. The candidate should have 5-10 years of sales experience in footwear or FMCG sectors, with a Graduate degree and MBA preferred.

Qualifications

• 5-10 years of experience in Sales with exposure to Retail Sales and Distribution management in Footwear, FMCG or FMCD industry.
• Graduate with MBA preferred as additional qualification for strategic sales leadership.
• Experience in managing distributors and retailer networks to achieve targets.

Responsibilities

• Sales planning: translate annual plan into quarterly/monthly/weekly targets for distributors.
• Distributor management: ensure primary sales plan is achieved per category.
• Collections: ensure timely clearance of outstanding payments from distributors.
• Product launches: position new lines with key retailers and via SOs.
• Distributor appointment: scout and onboard new distributors per norms.

Skills

Sales planning

Distributor management

Retail sales

Channel management

Leadership

Education

Graduate

MBA Preferred

Job description

Position Title:

Area Sales Manager

Department:

Sales

Work Location:

Grade:

M1/M2

Travel Required:

Yes

Reporting to:

Administrative:

Regional Manager (RM)

Reported by:

Sales Officer / Sales Representative (SO / SR)

Functional:

Regional Sales Manager (RSM)

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.

Any additional requirement:

Purpose of the Position

(Job Summary)

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

Key Roles and Responsibilities 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 customised 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 companys strategic objectives for assigned sales area

Competencies Technical/Functional Behavioral

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

Key Result Areas Quantitative 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 External

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