Senior Area Sales Manager - Chennai

Tata Consumer Products; Chennai District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Tata Consumer Products in Chennai is seeking a seasoned sales and distribution leader to define and execute the S&D territory plan, driving market growth and profitability across channels.

You will lead forecasting, target anchoring, distributor expansion, and ensure strong on-ground execution, product availability, and superior service, while building lasting partner relationships to strengthen the core business and unlock synergies across markets.

Qualifications

• 8-12 years of relevant work experience.
• Demonstrated ability to deliver commercial value with strong Sales, Distribution, Trade Marketing & Channel Development skills.

Responsibilities

• Define & execute overall S&D territory plan, capturing market growth opportunities with clear focus on profitability.
• Lead business planning & forecasting for the assigned territory.
• Anchor achievement of volume & value targets by Month, QTR & Year.
• Manage cost for the territory as per plan – subsidy, 3P manpower cost, etc.
• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.
• Build strong relationships with distributors and key trade partners to drive mutual business growth.
• Ensure superior market servicing standards, including product availability, assortment, freshness, and visibility across outlets.
• Improve customer satisfaction through timely resolution of distributor and trade partner concerns.
• Drive retail coverage, outlet expansion, and execution of channel programs to enhance customer experience.
• Ensure adherence to service norms such as order fulfilment, delivery timelines, and market responsiveness.
• Effectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

Skills

Sales

Distribution

Trade Marketing

Channel Development

Forecasting

Job description

How does this Job align to our Strategy?

At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, Creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability. This job opportunity closely aligns with one of these key strategic pillars, which is driving Strengthen & Accelerate core business and Unlock Synergies. The role involves Strengthening our sales and distribution network, building our brand on ground, engaging channel partners, drive market execution, gain market share. It is in-line with our objective to build a multi category FMCG company.

What are the Key Deliverables in this role ?

• Define & execute overall S&D territory plan, capturing market growth opportunities with clear focus on profitability.
• Lead business planning & forecasting for the assigned territory.
• Anchor achievement of volume & value targets by Month, QTR & Year.
• Manage cost for the territory as per plan – subsidy, 3P manpower cost, etc.
• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances

Customer Service

• Build strong relationships with distributors and key trade partners to drive mutual business growth.
• Ensure superior market servicing standards, including product availability, assortment, freshness, and visibility across outlets.
• Improve customer satisfaction through timely resolution of distributor and trade partner concerns.
• Drive retail coverage, outlet expansion, and execution of channel programs to enhance customer experience.
• Ensure adherence to service norms such as order fulfilment, delivery timelines, and market responsiveness.

Internal Processes

• Define & execute overall S&D territory plan, capturing market growth opportunities with clear focus on profitability.
• Lead business planning & forecasting for the assigned territory.
• Anchor achievement of volume & value targets by Month, QTR & Year.
• Manage cost for the territory as per plan – subsidy, 3P manpower cost, etc.
• Increase distributor footprint, effectively engage distributor with complete adherence to process compliances

Innovation and Learning

• Effectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

What are the Critical success factors for the Role ?

• 8-12 years of relevant work experience
• Have demonstrated ability to deliver commercial value with strong Sales, Distribution, Trade Marketing & Channel Development skills

What are the Desirable success factors for the Role ?

• Experience of working in an organization with mature processes around Sales Automation and Analytics