Area Manager Household

15 hours ago

Manado, North Sulawesi, Indonesia PEOPLE SEARCH INTERNATIONAL Full time $500,000 - $1,500,000 per year

Area Sales Manager – Household Products

The Area Sales Manager (Household) is responsible for driving sales growth, market expansion, and distribution performance across assigned territories for household and home appliance product categories. This role leads regional sales teams and distributor networks to achieve revenue targets while ensuring strong channel execution in both General Trade (GT) and Modern Trade (MT).

Key Responsibilities

  • Develop and execute area sales strategies to achieve monthly and annual revenue targets.
  • Manage and coach Sales Supervisors, Sales Representatives, SPGs, and Merchandisers to improve productivity and execution quality.
  • Oversee distributor performance, including order management, stock availability, coverage, and payment collection.
  • Grow distribution networks across GT, MT, HORECA, and key accounts to expand market penetration.
  • Ensure product availability, visibility, planogram compliance, and promotional execution at retail level.
  • Monitor pricing, competitor activity, and market trends to recommend tactical adjustments.
  • Control sell-in and sell-out performance, balancing distributor stock levels and retail resonance.
  • Plan and implement trade marketing programs, including in-store promotions, display activities, and price campaigns.
  • Conduct regular store visits, market audits, and team coaching sessions.
  • Manage forecasts, budgeting, and reporting including sales analysis, KPI tracking, and performance presentations.
  • Maintain strong relationships with key partners, retailers, distributors, and principals.
  • Resolve operational challenges related to logistics, distribution, claims, and service issues.
  • Enforce compliance with company policies, reporting standards, and ethical sales practices.

Key Performance Indicators (KPIs)

  • Achievement vs. sales targets (sell-in & sell-out)
  • Numeric distribution and outlet coverage growth
  • Modern Trade and Pareto account performance
  • Stock availability and inventory turnover
  • Team productivity and outlet call coverage
  • Promotional compliance and brand visibility
  • Distributor health (stock rotation, AR control, payment discipline)

Required Qualifications

  • Bachelor's degree in Business, Marketing, or related field (preferred).
  • 5+ years experience in sales management within household goods, FMCG, consumer electronics, or home appliances.
  • Proven track record leading multi-regional sales teams and managing distributors.
  • Strong understanding of GT and MT channels.
  • Excellent negotiation, leadership, and relationship-building skills.
  • Data-driven mindset with strong reporting and forecasting ability.
  • Willingness to travel extensively within assigned territory.

Core Competencies

  • Strategic sales planning and execution
  • Leadership and people development
  • Distributor and channel management
  • Trade marketing execution
  • Performance analysis and target management
  • Communication, negotiation, and problem solving

Job Type: Full-time

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