Area Sales Manager - Pharma

Area Sales Manager

Locations- Mumbai Central, Surat, Ahmedabad, Solapur/Kolhapur

Experience- 4 to 8 years

Must Haves-

Experience in Retail Sales for FMCG, Pharma sales

Experience in Channel Sales through distributor & retailers

Experience in Team management

Experience in Reporting & Ananlysis

Job Purpose-

The Area Sales Manager (ASM) is responsible for managing sales operations in a defined territory, ensuring achievement of revenue, volume, and distribution targets through a network of distributors and retailers. The ASM supervises and coaches FSOs, implements trade marketing initiatives, and ensures high product availability and visibility in the assigned area.

Role Purpose-

To drive revenue, volume, and distribution targets across the assigned territory through effective distributor and retailer management, while leading and coaching Field Sales Officers (FSOs).

Key Roles-

Execute territory sales plans and monitor daily/weekly performance against revenue, volume, and profitability targets.

Drive secondary sales, ensure stock availability and distributor compliance, and implement trade schemes and retailer engagement programs.

Lead, coach, and monitor FSOs through regular field visits, route planning, and target allocation.

Manage distributor and retailer relationships, including sales, stock, returns, and payments, while identifying opportunities for new distributor appointmenDemonstrate Zylem to distributors, drive product adoption, and support issue resolution.

Analyze sales data, monitor competitor activities, and share market insights with the SS

Key Responsibilities

• Sales Planning & Execution
• Implement territory sales plans to meet revenue, volume, and profitability targets.
• Monitor daily/weekly sales performance of the territory.
• Ensure secondary sales, stock availability, and distributor compliance.
• Execute promotional schemes, trade marketing campaigns, and retailer programs.
• Team Management & Coaching
• Lead, mentor, and monitor Field Sales Officers (FSO) in the territory.
• Conduct regular field visits, audits to enhance FSO performance.
• Allocate territories, routes, and sales targets effectively.
• Build a culture of accountability and performance within the team.
• Distributor & Retail Management
• Maintain strong relationships with distributors and retailers in the territory.
• Monitor distributor performance (sales, stock levels, returns, and payments).
• Resolve distributor and market-level issues to ensure smooth operations.
• Identify potential new distributors or retail opportunities in the territory.
• Provide Zylem demo, convince distributors to install Zylem and help issue resolution related to Zylem for distributors
• Reporting & Analytics
• Territory performance, FSO activity, and market insights to SSM.
• Analyze sales data, identify gaps, and recommend corrective actions.
• Track competitor activities and market trends.