FAQs
What is the main purpose of the Area Sales Manager role?
The main purpose of the Area Sales Manager (ASM) role is to manage distributors, coach customer executives, resolve market challenges, grow the business, and ensure smooth operations within the territory while operating within the entitlement discount budget.
What kind of teams will the ASM be responsible for managing?
The ASM will manage a team of customer executives (CEs) on the company payroll.
What are some key responsibilities of the ASM regarding market share?
The ASM is responsible for improving market share by increasing net distribution and weighted distribution, activating brands through targeted activities, and developing team capabilities to address channel partner stability issues.
What qualifications are required for the Area Sales Manager position?
The qualifications required include an undergraduate degree, a postgraduate degree (preferably an MBA from a Tier 2/3 college), and at least 6 years of experience in FMCG sales.
What competencies should a candidate have for this role?
Candidates should possess knowledge in FMCG sales, distribution business, computer proficiency in tools such as Excel, Word, and PowerPoint, as well as ROI understanding.
What skills are essential for a successful Area Sales Manager?
Essential skills include negotiation, communication, people management, time management, critical thinking, analytical ability, and problem-solving.
How will the ASM contribute to team building?
The ASM will assess performance capability, provide development feedback, recognize customer executives on internal and external platforms, partner with Sales HR to drive core people processes, and own frontline functional skill development.
Is experience in FMCG sales required for this position?
Yes, a minimum of 6 years of experience in FMCG sales is required for the Area Sales Manager position.
What types of communication skills are necessary for this job?
Strong communication skills are necessary to ensure transparent communication to the field team and partners regarding plans, promotions, and operational procedures.
What tools should the Area Sales Manager be proficient in?
The Area Sales Manager should be proficient in Excel, Word, PowerPoint, and Outlook to effectively perform their duties.