Area Sales Manager

J.L. Morison India Ltd; United States; Remote; USD 70,000 - 120,000; Full time

Job summary

J.L. Morison India Ltd is seeking a seasoned sales professional to lead Area Sales Strategies and execute Annual Sales Plans across multiple states.

The role centers on increasing market share, expanding distributor networks, and ensuring Brand Coverage through traditional trade channels and product categories. Responsibilities include sales forecasting, budgeting, target management, and channel development with data-driven decisions.

Qualifications

• 5–10 years in traditional trade FMCG sales.
• Proven track record of channel development and sales growth.
• Experience handling multiple territories and insight into area sales trends and distribution.

Responsibilities

• Area Sales Strategies aligned with group strategy.
• Execute Annual Sales Plans for states with focus on market share, customers, channels, and product categories.
• Achieve primary and secondary brand targets and ensure market coverage.
• Manage sales operations: forecasting, budgeting, monthly/SKU/distributor targets, and secondary sales achievement.

Skills

Area Sales

Channel development

Trade Marketing

Data-driven decisions

Sales forecasting

Budgeting & target mgmt

Job description

Role & responsibilities

Job description:

I. Area Sales Strategies in line with the Groups overall strategy

II. Execution of the Annual Sales Plans for the State/s with a focus on each of the following:

• Market Share
• Customers
• Channels
• Product Categories
• People Development

III. Business Key Result Areas:

• Consistent (Primary & Secondary) target achievement for the said brands, categories
• Ensuring Brand Coverage/ Presence
• Increasing the Market Share
• Channel Development
• People Development

IV. Operations:

• Sales Management
• Accurate Annual Sales Forecast, Budgeting & Achievement as per plan
• Sales Plan Preparation, Goal Setting & Target Management Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)
• Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team
• Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc
• Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the the Trade Marketing Team & the Sales Head
• Achieving the Product Mix Targets
• Sales Team Building, Development, Motivation & Management
• Sales Reviews & Performance/ Productivity Management
• Process Compliance
• Driving Automation (SFA) Bizom usage in the team
• Customer Relationship Management
• Returns Management
• Business Intelligence & Analytics (External & Internal)
• External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc
• Policies & SOPs Implementation:
• Sales Process Implementation
• Distribution Policies & Channel/ Partner SLAs
• Customer Credit Policies
• Returns Management
• All other policies implemented from time to time
• Liaison:
• Commercial Team/ SCM Team etc

Preferred candidate profile

• Overall traditional trade sales experience of around 5 to 10 years
• Should have independently handled area sales operations for at least one division/ Brand in the FMCG industry for at least 3 to 4 yrs
• Should have a proven channel development & sales growth track record in his/her previous organizations
• Should have worked in multiple territories as a part of his/ her sales role i.e. Should have a complete insight of the said Area –sales trends, culture, distribution etc
• Strong understanding of Trade Marketing Strategies
• Strong Financial & Business Acumen
• Data Oriented Decision Making
• Experience with handling sales related process automation tools would be an added advantage