Area Sales Manager

Key Responsibilities

1. Sales & Business Development

• Develop and execute effective sales strategies and action plans for the assigned territory to achieve monthly, quarterly, and annual sales targets.
• Drive both vertical growth by increasing sales productivity and account performance and horizontal growth by expanding distribution and market reach.
• Identify and develop new customers, retailers, distributors, dealers, and business opportunities within the assigned territory.
• Develop plans to increase product availability, visibility, penetration, and sell-through of Makuku PH products.
• Establish and maintain strong business relationships with customers and key accounts.
• Negotiate and coordinate with customers regarding sales opportunities, promotions, product placement, and other commercial activities, within approved company guidelines.
• Monitor sales achievement versus targets and implement corrective actions when performance is below expectations.

2. Territory & Distribution Management

• Develop and maintain an effective distribution network within the assigned area.
• Ensure sufficient product availability and distribution coverage across assigned territories.
• Analyze territory potential and identify areas with opportunities for expansion.
• Monitor customer orders, inventory levels, product movement, and sell-through where applicable.
• Coordinate with the warehouse, logistics, and other relevant departments to ensure timely product availability and delivery.
• Ensure proper territory allocation and route planning of sales personnel.

3. Sales Team Leadership & People Management

• Lead, coach, motivate, and develop the assigned sales team to achieve individual and team targets.
• Set clear sales objectives, KPIs, priorities, and performance expectations for sales personnel.
• Conduct regular field coaching, performance reviews, and sales meetings.
• Monitor attendance, productivity, field activities, customer visits, and sales performance.
• Identify training and development needs of sales personnel and recommend appropriate interventions.
• Participate in recruitment, manpower planning, applicant assessment, onboarding, and deployment of sales personnel.
• Conduct performance evaluation and recommend appropriate actions based on employee performance.
• Build a high-performance, accountable, and results-oriented sales culture.

4. Key Account & Customer Management

• Maintain strong relationships with existing customers and key accounts.
• Conduct regular business reviews with customers and identify opportunities for increasing sales and distribution.
• Address customer concerns, complaints, and operational issues and coordinate with concerned departments for proper resolution.
• Monitor customer requirements, purchasing patterns, and business opportunities.
• Support negotiations and account development initiatives as necessary.

5. Market & Competitor Intelligence

• Conduct regular market and trade visits to assess product availability, pricing, merchandising, promotions, and competitor activities.
• Gather and analyze customer, consumer, and market feedback.
• Monitor competitor products, pricing, promotions, distribution strategies, and market activities.
• Identify emerging market trends and business opportunities.
• Provide actionable recommendations to Management based on market observations and sales data.

6. Merchandising & Trade Marketing Execution

• Ensure proper implementation of merchandising standards, product visibility, displays, promotions, and trade marketing activities.
• Coordinate with Marketing/Trade Marketing teams regarding promotional activities and execution requirements.
• Monitor the effectiveness of promotions and trade marketing initiatives within the assigned territory.
• Ensure compliance with agreed merchandising and promotional standards across accounts.

7. Sales Planning, Reporting & Forecasting

• Prepare monthly, quarterly, and annual sales plans and forecasts for the assigned territory.
• Analyze sales performance, distribution, customer performance, and other relevant sales metrics.
• Prepare and submit accurate and timely sales reports to the Sales Head/RSM.
• Provide insights and recommendations based on sales trends and performance gaps.
• Participate in monthly business reviews and present territory performance, challenges, opportunities, and action plans.
• Maintain accurate sales and customer information for effective business planning.

8. Budget & Expense Management

• Manage sales-related expenses and ensure proper utilization of the approved territory budget.
• Monitor field expenses, promotional expenses, and other sales-related costs.
• Ensure that expenditures are aligned with company policies, approved budgets, and business objectives.
• Recommend cost-efficient initiatives without compromising sales performance.

9. Cross-Functional Coordination

• Work closely with Marketing, Trade Marketing, Warehouse, Logistics, Finance, HR, and other departments to ensure smooth sales operations.
• Coordinate product availability, order fulfillment, promotions, customer concerns, and other operational requirements.
• Provide sales-related information and insights to other departments when necessary.
• Support company-wide projects and initiatives related to sales and business development.

10. Compliance & Other Responsibilities

• Ensure compliance with company policies, procedures, rules, regulations, and Code of Discipline.
• Maintain professionalism and ethical standards in all customer and business dealings.
• Protect company assets, confidential information, customer information, and business interests.
• Perform other duties, tasks, and special projects related to the position as may be assigned by Management.

Key Performance Indicators (KPIs)

• Sales Target Achievement
• Sales Growth
• Territory/Distribution Expansion
• Customer Acquisition
• Customer Retention
• Product Availability and Distribution Coverage
• Sales Team Productivity
• Individual Sales Personnel Performance
• Forecast Accuracy
• Merchandising/Trade Marketing Execution
• Key Account Performance
• Sales Expense/Budget Management
• Timeliness and Accuracy of Reports