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Area Sales Manager Karachi

Сфера деятельности: Sales

Тип должности: Permanent

Тип занятости: Full - Time

Место расположения: Karachi

Страна: Pakistan


Under the direction of Zonal Sales manager, Area Sales Manager is responsible for implementing commercial strategy in his/ her area to achieve the sales targets and business growth objectives. He will also be responsible for driving continuous improvement in all aspects of Sales, Specifications & Field Marketing in the assigned area to achieve the business targets

Strategic Contribution: 

  • Implement commercial business strategy and plans at the area level to achieve sell-in and sell-out sales targets in order to ensure alliance with L’Oréal Pakistan’s business strategy and objectives

Functional Policies & Procedures:

  • Contribute towards the implementation of Sales Policies, Procedures, and Guidelines for the assigned product line and ensure that all procedural requirements are fulfilled while delivering a high quality service to the customers
  • Act as guarantor for the image and policy of his/her brand(s) in his/her area

Budget Management & Forecasting: 

  • Responsible for proposing sales incentive budget on monthly basis and monitoring variance
  • Ensure stocks replenishment and branch wise forecast is followed up on monthly basis

Sales Target Delivery:

  • Achieve annual business plan to deliver agreed channel / brand revenue KPI’s and targets
  • Achieve planned / forecasting secondary sales number in line with agreed channel wise phasing for the assigned area
  • Builds and achieves the channel/group of accounts results: turnover, market share, profit
  • Be responsible for the successful delivery of services and the monitoring of the area’s performance through the Sales team

Operations Management:

  • Coordinating & executing new product launches and sales promotion activities in collaboration with TM & Marketing
  • Implementation of marketing and trade marketing programs and building blocks along with Marketing & TM team
  • Performs periodic check are happening on sales hygiene, sell in vs sell out at weighted channels in the assigned region and reporting to ZSM accordingly
  • Efficient stock rotation, reduction of market expiries are happening in collaboration with trade marketing and distributor teams
  • Ensure distributor order in line with catalogue and forecasted sales and guarantee OTIF
  • Ensure Branch wise agile stock is present and getting to rotation in line with forecasted number in his assigned area

Business Development:

  • Increasing business opportunities in Retail business to expand numeric business, setting sales target by OB as per potential along with coverage
  • Ensure the city wise distribution penetration numbers by brand are agreed with line manager and then followed up on monthly basis
  • Planning and executing channel and new town expansion along with the OB/Sales Field team

Customer Satisfaction, Retention and Key Corporate Relationships:

  • Develop a strong area network and capacity of influence among key customers (Major Wholesaler, Sub Distributors and weighted self-service stores)
  • Assist line manager in managing channel partners in the assigned area and collaborating with them to ensure healthy ROI
  • Manage winning customer business relationships that facilitate “best in industry” execution of our categories
  • Ensure regular training and development of Distributor teams is happening and evaluate resources on targets and providing insights to ZSM

Business Report(s) Development & Professional Recommendations:

  • Collect and prepare sales data and trends using various reports using data from DAS+/ Compass/ Sales Flo software
  • Fully understand category and insights knowledge and report sales needs and field intelligence to ZSM, commercial-Trade Marketing and marketing teams
  • Maintain Sell-in vs sell-out reports, ensure input to Zonal Sales Manager
  • Provide reporting for different Channels- Mass, Retail, Distribution, sub-distribution, wholesale or as required
  • Assist ZSM in identifying new product opportunities, service delivery benchmarks (product related) after analyzing consumer needs, trends and competitor moves in the assigned area

Continuous Improvement:

  • Drive Simplicity across all business processes and communication

Cross Functional Teamwork & Relationship Management: 

  • Ensure continuous communication between management and his/her team. Inform Zonal Sales Manager on significant initiatives in the field (from his/her team, from the competition and from distributors)
  • Work closely with key stakeholders including the Trade Marketing team, Marketing, Supply Chain and customer finance to provide the optimum return across the assigned area
  • Builds a strong network with key stakeholders at the retailer’s. Facilitates good relations between L’Oréal and Retailers
  • Collaborate with TM team for implementing trade marketing activities, merchandising and sales training in his/her area

People Management: 

  • Recruit, motivate and develop Sales team (Branch Managers, Supervisors and Order Bookers) by maintaining a culture of excellence and also implement organization wide learning programs
  • Train his/her team on product, selling skills via work reviews
  • Coaching the team in the use of category tools to engage and influence customers to make informed decisions that will grow categories and deliver annual plan
  • Ensure clarity of objectives is present in the teams – IBOs are clearly communicated and followed up



  • Internal: Marketing, Finance, Operations Other departmental within L’Oréal Pakistan.
  • External: Distributors, Retailers and Field Team



Minimum Qualifications:

  • Bachelor’s degree in business administration with major in Sales or Marketing

Minimum Experience:

  • 3-5 years prior work experience of Field Sales Experience, handling distribution and proven track record of sales preferably in FMCG sector
  • Solid experience in sales and customer service
  • Demonstrable experience in negotiating and meeting clients requirements
  • In-depth understanding of sales performance metrics

Behavioral Skills:

  • Good negotiation skills
  • Relationship Management
  • Customer Centricity
  • Business Acumen for a sustainable business growth.
  • Good numeracy and ability to control budget
  • Planning and organization skills
  • Team building skills
  • Critical thinking and good analytical skills
  • Effective communication, presentation, and interpersonal skills.



Technical Competencies

  • Basic understanding of cross functions and business operations
  • Hands on experience with CRM software, MS Excel and PowerPoint skills
  • Understanding of P&L
  • Builds Selling stories for specific initiatives
  • Ability to identify market driver and translates trends and consumer knowledge into meaningful insights
  • Imagines disruptive products & services
  • Delivers excellence with agility and rigor
  • Integrates sustainable, business consciousness
  • Creates collaboration for bigger success


  • Innovator
  • Strategist
  • People Developer
  • Integrator
  • Entrepreneur