Immediate Openings For Area Sales Manager @ Franke Faber

Job Overview

Franke-Faber is seeking a dynamic and results-oriented Area Sales Manager to oversee a team of Business Development Officers and Business Development Managers in driving business growth and maximizing the companys sales potential. This role will focus on Dealer Management, New Dealer Acquisition, Payment Collections, Secondary Sales Analysis, Instore Promoter Recruitment & Management, Product Trainings, Display Monitoring, and Service Coordination. The Area Sales Manager will lead by example, ensuring the effective management of dealer relationships, driving performance, and ensuring the smooth operation of all sales and marketing activities in the assigned area.

Key Responsibilities

1. Dealer Management & New Dealer Acquisition:

• Lead Dealer Network Development: Oversee the development of the dealer network, ensuring proper coverage and identifying new business opportunities.
• New Dealer Recruitment: Identify and recruit new dealers in untapped regions and market segments to expand the company’s footprint.
• Dealer Relationship Management: Ensure strong, long-term relationships with existing dealers through regular interaction, support, and engagement. Monitor dealer performance and ensure adherence to company policies and objectives.
• Performance Management: Evaluate the performance of Business Development Officers (BDOs) and Business Development Managers (BDMs) in acquiring new dealers and meeting sales targets. Provide coaching and feedback to help them meet their KPIs.

2. Payment Collections:

• Monitor Payment Processes: Ensure the timely collection of payments from dealers while working closely with the finance team to track overdue payments and manage outstanding debts.
• Credit Risk Management: Assess and manage credit risks associated with dealers and develop action plans to ensure payments are made within agreed timelines.
• Collaboration with Finance: Work with the finance department to ensure that all payment collection processes are in line with the company’s financial policies and strategies.

3. Secondary Sales Analysis & Reporting:

• Analyze Secondary Sales Data: Regularly analyze secondary sales data (sales from dealers to end consumers) to identify growth opportunities and trends within the market.
• Sales Performance Reporting: Provide accurate and timely reports to senior management, highlighting key performance indicators (KPIs), trends, and areas for improvement.
• Actionable Insights: Provide actionable insights to the sales team based on secondary sales analysis to optimize performance and boost growth in assigned areas.

4. Instore Promoter Recruitment & Management:

• Promoter Recruitment & Placement: Oversee the recruitment of in-store promoters, ensuring that they are placed in high-potential dealer locations to drive product awareness and sales.
• Promoter Training & Support: Coordinate and facilitate regular training sessions to ensure promoters are well-versed in product knowledge, sales techniques, and customer engagement strategies.
• Promoter Performance Monitoring: Set clear targets for promoters and monitor their performance, providing feedback and motivation to meet sales goals. Collaborate with BDOs and BDMs to track promoter effectiveness.
• Incentive Programs: Design and implement effective incentive programs to motivate promoters and drive results at the dealer counter.

5. Product Trainings to Promoters & Secondary Sales Force at Dealer Counters:

• Training Needs Assessment: Assess the training needs of promoters and the secondary sales force (dealer sales teams) and ensure they are adequately trained to sell Franke-Faber products effectively.
• Product Training Delivery: Lead and deliver product training sessions, ensuring that both promoters and secondary sales staff are equipped with the necessary tools and knowledge to enhance sales performance.
• Training Effectiveness: Regularly evaluate the effectiveness of training programs and adjust content and delivery methods based on feedback and sales performance.

6. Display Monitoring at Dealer Counters:

• Brand Compliance: Ensure that Franke-Faber product displays at dealer counters are compliant with the company’s branding guidelines, visually appealing, and well-stocked.
• In-Store Visibility: Monitor the placement and visibility of Franke-Faber products in-store, ensuring that displays are strategically located to maximize customer engagement.
• Merchandising Support: Work with the marketing team to implement merchandising initiatives and promotional activities at the dealer level to drive product visibility and sales.

7. Service Coordination to Dealers:

• After-Sales Support: Ensure that dealers are receiving the necessary service support, including timely delivery, installation, and troubleshooting.
• Resolve Service Issues: Act as a liaison between dealers and the service team to resolve any service-related issues promptly, ensuring customer satisfaction and dealer loyalty.
• Service Performance Monitoring: Track the service performance of dealers and ensure that service-level agreements (SLAs) are met in terms of product delivery, installations, and after-sales support.

Skills & Qualifications

• Education: Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. An MBA is a plus.
• Experience:
• Minimum of 5-7 years of experience in sales, business development, or dealer management, preferably in the consumer goods, home appliances, or FMCG sector.
• Proven track record in managing and developing a dealer network, driving sales, and achieving business targets.
• Experience managing and leading teams of Business Development Officers and Managers.
• Strong background in payment collections, secondary sales analysis, and in-store promotions.
• Skills:
• Excellent leadership, communication, and interpersonal skills to manage a team and build strong relationships with dealers.
• Strong analytical skills with the ability to interpret sales data and develop actionable strategies.
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and CRM software.
• Ability to manage multiple tasks simultaneously and work effectively under pressure.
• Strong negotiation, problem-solving, and conflict-resolution abilities.
• In-depth understanding of sales processes, dealer management, and after-sales service coordination.

Personal Characteristics

• Proactive: Able to anticipate market trends, dealer needs, and potential challenges, and take action to address them.
• Result-Oriented: Focused on meeting or exceeding sales targets, improving dealer performance, and driving overall business growth.
• Team Leader: Able to motivate, mentor, and guide a team of Business Development Officers and Managers, fostering a collaborative and high-performance culture.
• Customer-Centric: Always keeps the needs of dealers and customers at the forefront of decision-making.
• job OverviewThinker: Capable of developing long-term strategies to grow the dealer network, increase secondary sales, and improve the company’s market position.j