Area Sales Manager - Gujranwala

hrsi; Gujranwala Division; On-site; PKR 1,339,000 - 2,009,000; Full time

Job summary

HRSI, acting on behalf of a leading Pakistani FMCG and distribution company, seeks an experienced sales leader to drive territory performance in Lahore and Gujranwala. The role emphasizes distributor management, route-to-market execution, and leadership of the field sales team to meet ambitious sales objectives.

Ideal candidates have 8–12 years in FMCG sales, across general trade, wholesale and modern trade, with strong Excel and reporting skills. Bachelor's degree required; MBA preferred.

Qualifications

• 8–12 years FMCG sales experience with leadership exposure.
• Experience across general trade, wholesale and modern trade.
• Strong distributor management including ROI, inventory norms, credit control.
• Team leadership of field sales professionals and order bookers.
• MS Excel proficiency and sales reporting familiarity.
• Bachelor's degree; MBA preferred.

Responsibilities

• Deliver area sales targets for volume, value, distribution and display.
• Manage distributor operations including ROI, inventory norms and credit control.
• Monitor sell-in vs sell-out, stock cover, inventory days, and pending orders.
• Verify distributor warehouse stock and reconcile physical vs system stock.
• Drive activation and outlet productivity, price compliance and POSM deployment.
• Lead, coach and assess Territory Sales Executives and order bookers.
• Ensure in-market execution of trade programs and promotions.
• Conduct regular market visits and share actionable insights with regional team.

Skills

Territory management

Distributor management

Sales leadership

MS Excel

Sales reporting

Trade channels knowledge

Education

Bachelor's degree

MBA preferred

Tools

Sales automation software

Job description

HRSI is currently leading an executive search on behalf of one of Pakistan's leading FMCG and distribution companies.

These are full-time, on-site positions based in Lahore & Gujranwala, providing the chance to work with a market leader while contributing to its continued growth and success.

Job Purpose: Responsible for delivering sales, distribution, and in-store execution objectives across the assigned. Karachi area through effective distributor management, route-to-market execution, and leadership of the territory sales team.

Key Responsibilities:

• Deliver assigned area targets for sales volume, value, distribution, and display, in line with regional business objectives.
• Manage distributor operations, including ROI and profitability, infrastructure, claims, inventory norms, and credit control with timely recovery as per agreed norms.
• Monitor sell-in versus sell-out by distributor, including stock cover, inventory days, and pending orders.
• Verify distributor warehouse stock, including physical versus system stock reconciliation and storage conditions.
• Track and correct SKU-wise out of stock at both distributor and outlet level.
• Ensure listing and induction of new SKUs across all accounts and channels operating within the assigned area.
• Review activation and outlet productivity brand wise, TSE wise, and order booker wise, and act on identified gaps.
• Drive route-to-market effectiveness through active coverage, outlet base expansion, productivity, journey plan adherence, and execution of winning order booking plans.
• Lead, coach, and monitor the assigned Territory Sales Executive team, including target setting, capability building, and performance review.
• Ensure in-market execution of trade programs, promotions, display and visibility standards, POSM deployment, and pricing compliance.
• Conduct regular market visits, monitor competitor activity and market trends, and share actionable field insights with the regional sales team.
• Maintain accurate and verifiable sales reporting, ensure disciplined use of sales automation and reporting tools, and comply with applicable HSE and quality management requirements.

Experience & Qualifications:

• 8–12 years of FMCG sales experience, including a minimum of 3 years in an Area Sales Manager or equivalent team-leading role.
• Proven exposure across all trade channels – general trade, wholesale, and modern trade (IMT/LMT) – including listing, activation, and execution across accounts.
• Strong distributor management background covering ROI and profitability, infrastructure, inventory norms, credit control, and recovery.
• Demonstrated experience leading a field sales team of Territory Sales Executives and order bookers.
• Bachelor's degree required; Master's/MBA preferred.
• Working knowledge of sales automation and reporting systems, and MS Excel.
• Market understanding and trade relationships in Karachi and the surrounding territories.