Area Sales Executive

Job Summary

Responsible for driving sales distribution as per the business plan through an established Company Distributor (CD) network and managing the field sales force within the designated area. The role ensures achievement of planned volume targets for various brands by ensuring product availability, visibility, and consistent market development. Also accountable for managing distributor operations, driving sales execution, and developing team capabilities.

Key Responsibilities

1. Sales Distribution & Market Execution

• Ensure effective sales distribution aligned with the company's business plan.
• Achieve primary and secondary sales targets across all assigned SKUs and categories.
• Ensure proper product availability, visibility, and merchandising in the market.
• Execute and monitor trade schemes and promotions to drive off-take.

2. Distributor Management

• Manage overall performance of company distributors in the assigned area.
• Handle claims processing, complaints, and operational issues of distributors.
• Shortlist and recommend new distributors in potential/required territories.
• Continuously improve and develop distribution systems and logistics.

3. Outlet & Territory Development

• Measure territory potential and conduct detailed market mapping.
• Create outlet universe using TSIs, PSRs, and other market data.
• Identify oil-selling outlets and classify them by potential (A/B/C).
• Develop and implement route maps for optimized coverage.

4. Workforce Management

• Measure and track the productivity of Sales Representatives (SRs) and Distributor Salesmen (DSMs).
• Conduct induction, training, and capability building for DSMs.
• Monitor field team execution and ensure alignment with company strategy.

Educational Qualifications

• Graduate in any discipline
• MBA in Sales/Marketing preferred

Experience

• 4–6 years of experience in FMCG Sales, preferably in General Trade
• Experience in managing distributors, retail coverage, and team handling