Area Growth Manager

Division : Hygiene Care

Reports to : National Manager -Sales

I. JOB PURPOSE:

 The Area Growth Manager is responsible for driving sales growth, market expansion, and

brand visibility for company within the assigned territory. This role focuses on achieving

revenue targets, developing and managing a strong distributor and dealer network, and

ensuring excellent customer acquisition and retention.

 This role will execute territory-specific sales plans aligned with the company’s strategic

objectives, strengthen market presence through effective channel and partner management,

and ensure timely execution of promotional and branding activities. By building strong

relationships with partners, customers, and stakeholders, the role will be instrumental in

maximizing market share, achieving sustainable business expansion, and driving consistent

revenue growth.

II. KEY RESPONSIBILITY AREAS (KRAS):

1. Sales Planning & Execution

 Achieve monthly, quarterly, and annual primary and secondary sales targets for the territory.

 Implement the approved territory sales plan aligned with company objectives and market

dynamics.

 Identify focus segments (e.g., HORECA, hospitals, corporates, institutions) for targeted sales

activities.

 Conduct regular sales demos, client meetings, and follow-ups to maximize conversion rates.

Minutes of meetings to be updated in CRM.

 Ensure strict adherence to SOPs for sales demos, reporting, client feedback, and follow-ups.

2. Market Development & Channel Expansion

 Identify and appoint new distributors in potential towns and markets as per the Annual Sales

Plan.

 Evaluate channel partners for capability, market alignment, and financial stability.

 Evaluate channel partner performance and address gaps through training and support.

 Expand product availability and reach through effective channel mapping.

 Maintain distributor agreements and ensure adherence to company policies.

3. Market Analysis & Reporting

 Conduct market research to understand customer needs, competitor activities, and emerging

trends in the hygiene care industry.

 Provide regular sales performance reports, insights, and recommendations.

 Identify gaps in the market and suggest innovative ways to increase product penetration.

4. Key Account & Customer Relationship Management

 Build and maintain strong relationships with institutional and strategic accounts.

 Negotiate pricing, terms, and contracts to secure profitable business.

 Ensure timely deliveries, address customer concerns promptly to ensure satisfaction and

retention.

5. Secondary Sales & Market Penetration

 Drive secondary sales through distributors and sales officers to expand product reach.

 Plan and implement trade promotions, activations, and demand-generation programs.

 Coordinate with distributors to ensure timely order fulfilment and prevent stock-outs.

6. CRM & Data-Driven Sales Insights

 Ensure 100% compliance in CRM usage for lead management, client visit reports, and sales

pipeline tracking.

 Analyse sales data to identify trends, growth opportunities, and performance bottlenecks.

 Share weekly and monthly business performance reports with actionable recommendations.

7. Team Leadership & Performance Management

 Lead and mentor Sales Officers to achieve territory targets.

 Set clear performance goals (KPIs) for team members and track progress regularly.

 Conduct joint field visits, coaching sessions, and capability-building programs.

 Take corrective measures for underperforming markets or team members.

III. JOB RESPONSIBILITIES:

A. ORGANISATIONAL RESPONSIBILITIES:

 Ensure strict adherence to company policies, ethical standards and compliance guidelines in all business dealings.

 Represent the company brand professionally during all internal and external engagements.

 Collaborate cross-functionally with Supply Chain, Finance, Marketing, and HR to ensure

smooth business operations.

 Submit timely and accurate reports, documentation, and records as per organizational

requirements.

 Participate in company-wide meetings, trainings, reviews, and other organizational initiatives.

B. STRATEGIC RESPONSIBILITIES:

 Contribute inputs to the Annual Business Plan and long-term growth strategy for the region.

 Identify and propose opportunities for new product introductions, partnerships, or strategic

alliances in the territory.

 Provide strategic market insights to senior leadership to support data-driven decision-making.

 Monitor macroeconomic, regulatory, and industry shifts that could impact the business and

recommend strategic actions.

 Support the development and execution of pricing strategies, expansion strategies, and sales

process improvements.