Senior Area Sales Manager

Adler Talent Solutions; Rajkot; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Adler Talent Solutions invites applications for a senior field sales role covering sales and distribution for Tulsi Tea in the Gujarat region. The incumbent will lead a sales team, manage distributors, drive market penetration, and ensure strong retailer visibility.

The role emphasizes territory planning, stock management, and performance reviews, with a focus on achieving sales targets and expanding market presence in FMCG beverages.

Qualifications

• Graduate in any discipline; MBA/PGDM in Sales & Marketing an added advantage.
• 48 years of experience in FMCG sales, preferably in tea/food/beverages.
• Prior distributor/channel management experience is mandatory.
• Proven experience in handling and managing a field sales team.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Drive primary and secondary sales through distributors and the retail network.
• Develop new markets, territories, distributors, and retail outlets.
• Identify opportunities to increase Tulsi Tea's market penetration and visibility.
• Plan and execute area-wise sales strategies to achieve business objectives.
• Manage and strengthen relationships with distributors and channel partners.
• Ensure proper distributor-wise stock planning, billing, and product availability.
• Monitor distributor performance, stock levels, outstanding payments, and market coverage.
• Ensure effective implementation of company schemes, promotions, and trade offers.
• Identify and appoint suitable new distributors wherever required.
• Regularly review distributor profitability and business performance.
• Lead, guide, and monitor the performance of ASM/SO/TSO/Field Sales Executives and other sales team members.
• Set daily and monthly targets for the team and track achievement.
• Conduct regular market visits with team members.
• Coach the team on distributor management, outlet coverage, product selling, and market development.
• Monitor beat plans, productivity, outlet coverage, and sales performance.
• Take corrective actions to improve team performance.
• Ensure adequate product availability across retail outlets.
• Expand numeric distribution and improve outlet coverage.
• Monitor competitor activities, pricing, schemes, and market trends.
• Ensure proper visibility and merchandising of Tulsi Tea products.
• Develop strong relationships with retailers and key market influencers.
• Conduct regular market audits and share actionable market feedback with management.
• Prepare and review daily, weekly, and monthly sales reports.
• Analyse territory-wise, distributor-wise, product-wise, and team-wise performance.
• Prepare sales forecasts and stock requirements.
• Track target vs. achievement and develop action plans for gaps.
• Provide regular updates to senior management regarding market conditions and business opportunities.

Skills

Distributor management

Team leadership

Market development

Sales planning

Retail execution

Market analysis

Education

Graduate in any discipline

MBA/PGDM in Sales & Marketing

Tools

MS Excel

Job description

Key Responsibilities:

Sales & Business Development

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Drive primary and secondary sales through distributors and the retail network.
• Develop new markets, territories, distributors, and retail outlets.
• Identify opportunities to increase Tulsi Tea's market penetration and visibility.
• Plan and execute area-wise sales strategies to achieve business objectives.

Distributor Management

• Manage and strengthen relationships with distributors and channel partners.
• Ensure proper distributor-wise stock planning, billing, and product availability.
• Monitor distributor performance, stock levels, outstanding payments, and market coverage.
• Ensure effective implementation of company schemes, promotions, and trade offers.
• Identify and appoint suitable new distributors wherever required.
• Regularly review distributor profitability and business performance.

Team Handling

• Lead, guide, and monitor the performance of ASM/SO/TSO/Field Sales Executives and other sales team members.
• Set daily and monthly targets for the team and track achievement.
• Conduct regular market visits with team members.
• Coach the team on distributor management, outlet coverage, product selling, and market development.
• Monitor beat plans, productivity, outlet coverage, and sales performance.
• Take corrective actions to improve team performance.

Market & Retail Execution

• Ensure adequate product availability across retail outlets.
• Expand numeric distribution and improve outlet coverage.
• Monitor competitor activities, pricing, schemes, and market trends.
• Ensure proper visibility and merchandising of Tulsi Tea products.
• Develop strong relationships with retailers and key market influencers.
• Conduct regular market audits and share actionable market feedback with management.

Reporting & Planning

• Prepare and review daily, weekly, and monthly sales reports.
• Analyse territory-wise, distributor-wise, product-wise, and team-wise performance.
• Prepare sales forecasts and stock requirements.
• Track target vs. achievement and develop action plans for gaps.
• Provide regular updates to senior management regarding market conditions and business opportunities.

Preferred

• Graduate in any discipline; MBA/PGDM in Sales & Marketing will be an added advantage.
• 48 years of experience in FMCG sales, preferably in the tea, food, beverages, or consumer products industry.
• Prior experience in distributor/channel management is mandatory.
• Proven experience in handling and managing a field sales team.