Area Manager/Area Head - Sales - FMCG

Role Overview:

We are seeking an experienced and driven Area Sales Manager to lead General Trade (GT) Sales for our Publishing House. The role focuses on B2C Sales through distribution & depot channels, driving revenue growth, market coverage, and team management across designated territories.

Key Responsibilities:

Sales & Revenue Growth:

- Drive monthly, quarterly, and annual sales targets through GT channels by expanding market presence and increasing product penetration.

Distribution & Depot Management:

- Manage and expand the network of distributors, depots, and retailers, ensuring product availability, timely deliveries, and efficient order processing.

Market Expansion:

- Identify new business opportunities and unexplored markets within the territory.

- Develop plans for increasing market coverage and depth of distribution.

Team Leadership:

- Lead, mentor, and guide a team of Sales Executives/Officers (field force); set clear targets, monitor KPIs, and ensure consistent performance.

Relationship Building:

- Build and sustain strong relationships with key distributors, retailers, and channel partners for long-term partnerships.

Promotions & Schemes:

- Execute trade promotions, seasonal offers, and schemes effectively to drive secondary sales and achieve targets.

Market Intelligence:

- Monitor competitor activities, pricing strategies, and market trends; provide actionable insights for business planning.

Depot Operations:

- Oversee depot stock management, inventory control, and order fulfillment processes.

Reporting & Documentation:

- Maintain regular sales reports, distributor claim settlements, and market activity reports.

Desired Candidate Profile:

- Minimum 8+ years of experience in General Trade Sales (preferably B2C) with a strong background in distribution/depot operations.

- Prior experience in Publishing / Books / Stationery / FMCG industries is preferred.

- Proven expertise in distributor management, primary & secondary sales, and market expansion.

- Strong leadership and team management skills.

- Good communication, negotiation, and problem-solving skills.

- Proficiency in MS Office tools and familiarity with sales automation tools/ERP systems is an advantage.