AREA SALES Manager- Copier

Area Sales Manager - Copier

About the role
The Area Sales Manager (ASM) is responsible for driving profitable sales growth across the assigned territory by achieving volume (MT), revenue, NPD, and market expansion targets through effective distributor management and field execution. The role is accountable for developing distribution networks, expanding customer reach, improving retail penetration, enhancing FOS productivity, and ensuring achievement of business objectives aligned with the organization's sales strategy.

PURPOSE AND IMPACT OF YOUR ROLE/KEY RESPONSIBILITIES

1. Drive Revenue & Volume Growth (Financial)

• Achieve monthly, quarterly, and annual sales volume (MT) and revenue targets for the assigned territory.
• Drive primary and secondary sales through distributors and channel partners.
• Deliver NPD (New Product Development) sales targets and improve product mix.
• Ensure availability and growth of all product categories through upselling and range selling.
• Monitor sales performance against targets and implement corrective actions to bridge gaps.

2. Expand Market & Customer Base (Customer)

• Identify and develop new markets, customers, distributors, retailers, and institutional accounts.
• Strengthen distribution coverage across existing, grey, and white spaces.
• Increase market penetration and outlet productivity within assigned territories.
• Build strong relationships with distributors, retailers, wholesalers, and key customers.
• Drive retailer onboarding and activation to enhance business reach.

3. Strengthen Sales Execution (Internal Process)

• Lead and monitor FOS activities to ensure effective market coverage and beat execution.
• Conduct regular distributor and market reviews to improve productivity and business performance.
• Ensure implementation of sales and marketing programs at the market level.
• Track competitor activities, pricing, product launches, and market developments and provide actionable insights.
• Ensure timely reporting, forecasting, claim management, and adherence to sales processes.

4. Build Team Capability & Performance (Learning & Growth)

• Coach, mentor, and develop FOS teams through regular market working and joint customer visits.
• Drive a performance-oriented sales culture with clear goals and accountability.
• Conduct product and sales capability-building sessions for distributors and field teams.
• Ensure continuous improvement in market execution and sales effectiveness.

SKILLS & COMPETENCIES

• Strong Sales Planning & Execution Skills to achieve volume, revenue, and market expansion targets.
• Expertise in Distributor Management & Channel Development to drive primary and secondary sales growth.
• Strong Territory Development & Market Coverage Capabilities to enhance penetration and outlet productivity.
• Sound Understanding of Retail Execution, Merchandising & Route-to-Market Strategies to improve visibility and market reach.
• Ability to Leverage Business Analytics, Sales Forecasting & Performance Tracking for effective territory management.
• Expertise in Market Intelligence & Competitive Analysis to identify opportunities and respond to market dynamics.
• Strong Team Coaching & Field Force Development Skills to enhance FOS productivity and sales effectiveness.
• Excellent Relationship Management & Stakeholder Engagement Skills to build and sustain channel partnerships.
• Strong Problem-Solving & Decision-Making Ability to address business challenges and deliver results.

EXPERIENCE & QUALIFICATIONS

• Graduate/MBA in Marketing or Business Management.
• Strong communication and interpersonal skills.
• 5-10 years of sales experience in FMCG, Retail, or Distribution products (Paper, Stationery, Copier, General Trade, or Distribution Sales).
• Proven track record of achieving volume and revenue targets.
• Strong experience in distributor management and market expansion.
• Willingness to travel extensively within the assigned territory.
• Valid driving license and own vehicle preferred.
• Mobile and location-flexible within the assigned territory.