Area Sales Manager

Job Responsibilities for Area Sales Manager at Lamiwood
As an Area Sales Manager at Lamiwood, your role is integral to enhancing our brand's
presence and sales through strategic channel partner management. Your responsibilities,
reflecting our company's commitment to excellence and growth, include:
1. Channel Partner Visitation:
- Regularly visit channel partners across your designated route/area to maintain strong
relationships, assess needs, and identify growth opportunities.
2. Sample Folder Management:
- Ensure that channel partners have an adequate and comprehensive selection of sample
folders. Regularly check and replenish these samples to cover the full product segment
range provided by Lamiwood for resale.
3. Product Segment Validation:
- Validate the alignment between the product segments provided to the channel partner
and the target customers they aim to reach. Ensure that our offerings meet the demands and
preferences of their customer base.
4. Display and Branding Opportunities:
- Assess and optimize the opportunities for display and branding at each channel partner
location to enhance the visibility and appeal of Lamiwood products.
5. Training and Education:
- Conduct training sessions for channel partners and their sales teams. Educate them on
the features and benefits of Lamiwood products to enable more effective sales strategies.
6. Strategic Placement of Sales Materials:
- Ensure that Lamiwood's folders, catalogues, and promotional materials are prominently
placed, ideally above or more accessible than competitors' samples, at partner outlets. This
strategy aims to prioritize Lamiwood products during customer interactions.
7. Competitor Analysis and Education:
- Analyze competitors' products and articulate the advantages of Lamiwood's offerings to
the channel partners. Equip them with information and arguments that highlight why
Lamiwood is superior.
8. ROI Analysis for Channel Partners:
- Perform an analysis of the return on investment (ROI) for channel partners. Demonstrate
the profitability and benefits of selling Lamiwood products, supporting partners in
understanding the value proposition and potential revenue gains.
Your role is not just to sell but to be a consultant and advocate for Lamiwood products,
ensuring our channel partners are equipped, informed, and motivated to prioritize our
offerings. This approach will not only enhance Lamiwood's market share but also ensure a
profitable and sustainable partnership for our channel partners.




Key Result Areas (KRAs) and Key Performance Indicators (KPIs) for Area Sales
Manager at Lamiwood
KRA 1: Channel Partner Visitation and Engagement
- KPI: Number of channel partner visits conducted per month.
- KPI: Percentage of channel partners reporting satisfaction with the frequency and quality of
visits.
KRA 2: Sample Folder Management and Availability
- KPI: Percentage of channel partners with a complete set of sample folders.
- KPI: Frequency of sample folder updates and replenishments.
KRA 3: Product Segment Validation with Target Customer Base
- KPI: Number of channel partners with product offerings aligned to their target customer
base.
- KPI: Percentage increase in channel partner sales post validation and realignment.
KRA 4: Enhancement of Display and Branding Opportunities
- KPI: Number of channel partners with optimized Lamiwood product displays.
- KPI: Increase in visibility score as measured by branded display placements at partner
locations.
KRA 5: Training and Education of Channel Partners
- KPI: Number of training sessions conducted for channel partners and their sales teams.
- KPI: Improvement in channel partner product knowledge and sales technique post-training,
measured through assessments or feedback.
KRA 6: Strategic Placement of Sales Materials
- KPI: Percentage of channel partner stores with Lamiwood materials prominently displayed.
- KPI: Number of customer interactions initiated with Lamiwood products due to strategic
placement.
KRA 7: Competitor Analysis and Channel Partner Education
- KPI: Number of competitor analysis sessions conducted with channel partners.
- KPI: Level of channel partner understanding of Lamiwoods competitive advantages,
measured through feedback or quizzes.
KRA 8: ROI Analysis and Profitability for Channel Partners
- KPI: Number of ROI analyses conducted for channel partners.
- KPI: Percentage of channel partners showing increased profitability and commitment to
selling Lamiwood products post ROI demonstration.
These KRAs and KPIs are designed to provide a comprehensive framework for evaluating
the performance of an Area Sales Manager at Lamiwood. By achieving these metrics, the
manager will not only ensure the satisfaction and performance of channel partners but also
contribute significantly to Lamiwood's market growth and product visibility.




Daily Checklist for Area Sales Managers Visiting Channel Partners
Before the Visit:
- Review Schedule and Route: Confirm the day's visit schedule and optimize the route for
efficiency.
- Prepare Materials: Ensure you have the latest sample folders, catalogues, and
promotional materials ready for presentation.
- Research Channel Partner: Review notes from previous visits, recent orders, and any
outstanding issues to address.
- Set Objectives: Define clear goals for each visit (e.g., training session, display check,
competitor analysis feedback).
- Check Inventory: Verify if additional product samples or marketing materials are needed
for any partner.
During the Visit:
- Greet and Build Rapport: Start with a friendly conversation to strengthen the relationship.
- Sample Folder Check: Ensure the channel partner has sufficient and updated sample
folders.
- Product Segment Validation: Discuss the current product range and its alignment with the
target customer base.
- Display and Branding Evaluation: Inspect the in-store display of Lamiwood products and
identify opportunities for better visibility.
- Training Session: If planned, conduct a brief training session focusing on product features,
selling points, and overcoming common objections.
- Strategic Placement: Arrange Lamiwood materials to be more prominent than
competitors.
- Competitor Analysis: Share insights on competitors' products and emphasize Lamiwood's
advantages.
- ROI Discussion: Talk about the profitability and benefits of selling Lamiwood products,
using specific examples or calculations when possible.
- Feedback Collection: Ask for feedback on products, support from Lamiwood, and any
challenges faced.
- Action Items: Agree on next steps, whether its restocking samples, scheduling another
training, or addressing any service issues.
- Document Visit: Use a GPS-enabled camera app to take a picture as proof of visit and
note any display setups or important observations.
After the Visit:
- Update CRM: Log the visit details, feedback received, and any follow-up actions required
in the CRM system.
- Follow-Up Actions: Prepare and send any information or materials requested during the
visit.
- Reflect and Plan: Review the outcomes of the day’s visits and plan any necessary
follow-up actions or adjustments for future visits.
- Communication: Send a thank-you message or email to the channel partner, summarizing
the visit and next steps.