Area Sales Manager

Area Sales Manager (Ajanta Shoes India Pvt. Ltd.)

Position: Area Sales Manager (ASM)
Industry: Footwear / Shoes / FMCG
Territory: Chhattisgarh & Andhra Pradesh
Department: Sales & Distribution

Reporting To: Regional Sales Manager / Zonal Sales Manager
Experience: 8-10 years in sales, preferably in the footwear industry
Qualification: Graduate in any discipline; MBA in Sales & Marketing preferred.

Job Purpose

To drive sales growth, expand market presence, and strengthen the distribution network across Chhattisgarh and Andhra Pradesh. The Area Sales Manager will be responsible for achieving sales targets, developing distributors and dealers, managing the sales team, and ensuring strong retail penetration and brand visibility across the assigned territory.

Key Responsibilities

1. Sales & Business Development

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Develop and execute sales strategies to increase revenue, market share, and product penetration.
• Identify new business opportunities, potential markets, and growth areas.
• Drive primary and secondary sales through distributors, dealers, and retail outlets.
• Monitor sales performance and take corrective actions to achieve business objectives.

2. Distribution & Market Expansion

• Appoint new distributors, dealers, and channel partners in potential markets.
• Strengthen the existing distribution network and improve market coverage.
• Expand the company's presence in urban, semi-urban, and rural markets.
• Develop business across key towns and cities in Chhattisgarh and Andhra Pradesh.
• Ensure effective territory planning and beat coverage for the sales team.

3. Retail & Channel Management

• Build and maintain strong relationships with footwear retailers, wholesalers, and distributors.
• Ensure product availability, adequate stock levels, and timely replenishment at retail outlets.
• Drive retail expansion, outlet activation, and new product launches.
• Improve shelf visibility, merchandising, in-store branding, and promotional execution.
• Monitor competitor activities, pricing, schemes, and product offerings.

4. Team Management

• Lead, guide, and motivate Sales Officers, Territory Sales Executives, and other field sales personnel.
• Set individual targets and monitor team performance against business objectives.
• Conduct regular market visits, joint working, and performance reviews.
• Train the sales team on product knowledge, selling techniques, and distributor management.
• Ensure discipline, productivity, and effective execution of sales plans.

5. Distributor & Commercial Management

• Monitor distributor sales, stock levels, outstanding payments, and credit limits.
• Ensure timely collections and maintain healthy accounts receivable.
• Plan stock requirements based on demand forecasts, seasonality, and product movement.
• Ensure effective implementation of company policies, trade schemes, and commercial terms.
• Minimize slow-moving inventory, stock-outs, and overdue outstanding balances.

6. Market Intelligence & Reporting

• Track competitor brands, market trends, consumer preferences, and pricing strategies.
• Identify opportunities in men's, women's, and kids' footwear, as applicable to the company's portfolio.
• Prepare sales forecasts, market development plans, and periodic performance reports.
• Share market feedback and product requirements with senior management.
• Use sales data and field insights to improve territory performance.

Territory Coverage

The role will cover key markets across Chhattisgarh and Andhra Pradesh, including major cities, district headquarters, and developing retail markets, based on the company's distribution strategy.

Required Skills & Competencies

• Strong sales, negotiation, and business development skills.
• Experience in distributor and dealer management.
• Good understanding of footwear retailing and wholesale distribution.
• Strong team leadership and territory management capabilities.
• Ability to analyze sales data and prepare forecasts.
• Excellent communication, interpersonal, and relationship-building skills.
• Willingness to travel extensively within the assigned territory.
• Proficiency in MS Excel, reporting tools, and sales applications.

Key Performance Indicators (KPIs)

• Achievement of primary and secondary sales targets.
• Distributor appointment and active distributor productivity.
• Numeric distribution and retail outlet coverage.
• Growth in sales volume, revenue, and market share.
• New outlet additions and territory expansion.
• Collection efficiency and control of overdue payments.
• Product availability, stock rotation, and inventory management.
• Sales team productivity and target achievement.

Candidate Profile

The ideal candidate should have proven experience in handling a multi-district sales territory, managing distributors and retail channels, and delivering sales growth in the footwear industry. Candidates with experience in branded footwear, sports shoes, casual footwear, formal shoes, sandals, or related consumer durables and FMCG distribution environments may be considered.

Preferred: Candidates with an established understanding of the Chhattisgarh and Andhra Pradesh markets and a willingness to undertake regular field travel.

Compensation & Benefits

• Competitive salary based on experience and current compensation.
• Performance-linked incentives.
• Travel allowance and other applicable business reimbursements.
• Mobile and communication allowance, as per company policy.