Area Sales Manager - GT

ROLE PURPOSE

Build and drive the General Trade and offline business for the assigned brand portfolio across Tamilnadu. Appoint and manage distributors, expand retail reach, ensure availability and visibility, and deliver the region's primary and secondary sales targets.

KEY RESPONSIBILITIES

• Deliver primary and secondary sales targets for Andhra Pradesh & Telangana across the assigned product categories.
• Appoint, develop and manage distributors / channel partners; ensure healthy ROI and timely payments.
• Expand numeric and weighted distribution add counters, drive range-selling and in-store visibility.
• Plan and execute beat plans, joint working with the brand team, and retailer engagement programmes.
• Implement pricing, schemes and promotions correctly; control market hygiene and prevent cross-territory leakage.
• Track competition, pricing and shelf share; feed market intelligence back to the Business Head.
• Manage distributor stock, claims and credit exposure within company policy.
• Own the territory's monthly and quarterly sales plan, by distributor and town.
• Ensure distributor claims are settled on time and distributor ROI stays healthy.
• Drive new-product introductions (NPI), shelf presence, planograms and POS visibility.

KEY PERFORMANCE INDICATORS

• Primary and secondary sales vs. target
• Numeric / weighted distribution and new-outlet additions
• Range selling lines per outlet and NPI off-take
• Distributor ROI, claim settlement and stock-cover health

EDUCATIONAL QUALIFICATIONS

• Graduate in any discipline; MBA / PGDM (Marketing) preferred.

WORK EXPERIENCE

• 8+ years in General Trade / distribution sales in Consumer Electronics, Appliances or FMCG, with direct Andhra Pradesh & Telangana market experience.
• Proven distributor handling, channel expansion and field-team management.

SKILLS & COMPETENCIES

• Strong distributor and retailer relationships in the territory.
• Negotiation, market execution and on-ground problem-solving.
• Comfortable with smartphones and field-reporting / DMS apps; basic working knowledge of MS Office.
• People management of a field team; understanding of distributor ROI and working capital.
• Professional fluency in English plus Telugu for effective market and team communication.