Title:  Area Development Manager - Wholesale


Job Summary

Responsible for Sales for GT channel for assigned markets as well as  all sales transactions, operational duties and providing customer support for quality service, customer satisfaction and driving profitability. 

Roles & Responsibilities

  • Achievement of Sales & Collection target(DSO)
  • Attending Pre S&OP session monthly to ensure our category wise targets and support are achieved.
  • Controlling over due by tracking and reviews with sales reps.
  • Customer  Relationship management
  • Customer Business review on regular basis
  • Daily monitoring of category wise sales. 
  • Ensure all BDA are implemented in the market (i.e. Visibility, Availability, SOS, Pricing)
  • Ensure all rental displays are followed and adhered by the customers and merchandisers.
  • Ensure market execution of new product launch and displays
  • Ensure overall collection targets are met as per the deadline
  • Ensure store level merchandising as per the planogram defined by category.
  • Ensure the PMS numbers are achieved monthly/Quarterly for GT channels.
  • Field Coaching for the team to ensure the execution is done OTIF.
  • Focusing promotion activities with key customers.
  • Forecasting and OTIF deliveries
  • Leading a team of 27 people i.e. JM, SR, Merchandisers, Helpers.
  • Managing P/L of assigned territory.
  • Monitor OSA implementation and execution.
  • Monitoring Competitor activities.
  • Monitoring Line per productive call (LPPC) right assortment mix
  • Monitoring route plan adherence
  • Motivate and direct Sales Team to Achieve the Sales Target & Collection Target day to day bass
  • Negotiate Annual Business Development Agreement.
  • On field training on sales representatives & merchandisers 
  • Outlet wise target plan
  • Plan and Achieve category wise target
  • Plan in store activation.
  • Plan to achieve Monthly/Quarterly/Yearly – Budgeted Targets.
  • Planning and executing Secondary activations/ National promotions
  • Planning and Forecast for IFFCO brand by SKU wise
  • Product Execution, Product Listing & Availability
  • Provide monthly task plan to sales and ensure achievement
  • Resolve customer complaints regarding sales and service.
  • Targeting and Tracking customer wise and category wise in micro level.
  • Team Management
  • Timely collection of payment
  • To be on the pulse of the number that has to hit every month by Brand Wise & Category Wise.
  • Weekly Market receivables review with Sales Rep.
  • Weekly Sales Team Meeting.
  • Work on the Key Accounts Management for GT top outlets to have incremental growth


  • Drive reduction in overdue % ( Debtors) & Debtors days
  • New Customer development
  • Drive FCS& Monthly score card for spot vans as well as pre-sales routes
  • Achieve Budgeted Sales Target
  • Debtors & Overdue
  • Market Returns (Damages/Expiries)
  • Value and Volume Market Share Increment
  • New Product Development
  • NPD listing
  • OSA
  • Payment Collection
  • Productivity
  • Receivables and Overdue
  • Waste reduction.

Work experience requirement

  • 5 to 7 years’ experience in Sales role in the assigned market.
  • 5 years’ experience in managing the GT channelss for FMCG industry, preferably dealing with food products sales


  • Bachelor degree in business or management related field
  • MBA degree in business or management related field


Business Acumen
Financial Acumen
Knowledge of Value Chain Management
Sales and Distribution Strategy Management
Consumer Behavior B2B and B2C
Communicating effectively
Self and Team Management
Planning & Decision Making
Customer Centricity
Ownership & Result Orientation
Business Unit:  S&D(UAE) (374)
Business Group:  S&D(GCC) (240)