Area Sales Manager

Job Summary

The Territory Sales Manager will lead and execute sales activities across assigned territories to achieve sales volume growth, revenue targets, and market share objectives. The role focuses on effective Route-to-Market (RTM) execution, strong customer relationship management, optimal resource utilization, and the development of a high-performing frontline sales team. The successful candidate will drive sales execution excellence, improve customer satisfaction, strengthen market penetration, and ensure the effective use of promotional materials and sales resources across channels.

Key Outputs and Accountabilities

• Sales Execution Excellence: Ensure streamlined trade execution across territories in accordance with Route-to-Market (RTM) principles to support increased sales volume and market share.
• Revenue Growth: Achieve sales volume growth, net sales revenue growth, and increased penetration of key packs across assigned territories.
• Sales Team Development: Build a high-performing and motivated frontline sales team by providing coaching and training.
• Customer Relationships: Maintain high levels of customer satisfaction through effective communication and service delivery.
• Effective Resource Utilization: Ensure the appropriate tools, resources, and promotional materials are distributed and used effectively across channels.

Skills and Experience

Education

• A formal qualification in Marketing, Sales, or an equivalent field.

Experience

• At least five (5) years of frontline sales experience within a Fast-Moving Consumer Goods (FMCG) environment.
• Team management experience will be an added advantage.

Required Skills and Competencies

• Ability to coach and mentor team members, providing opportunities for growth and development.
• Strong understanding of FMCG sales practices, RTM principles, and market execution standards.
• Ability to resolve disputes fairly and find common ground in challenging situations.
• Ability to engage with a wide range of people and build effective relationships within and outside the organization.
• Ability to build lasting customer relationships and meet customer expectations.
• Strong negotiation skills, balancing assertiveness and diplomacy while minimizing disruption to relationships.
• Determination to achieve goals despite setbacks and consistently deliver results.
• Ability to communicate clearly in different formats and styles, ensuring key messages are effectively conveyed.
• Demonstrated ability to use digital platforms to optimize sales, interpret sales reports, and take appropriate action based on the findings.