Area Sales Manager

Role overview

This position is for an Area Sales Manager focused on TMT products. The role is based in Hubli and also references Faridabad. It exists to shape and execute the brand strategy for the assigned customer segment so that the business achieves profitable growth aligned with company goals.

What the role covers

The job centers on delivering primary and secondary sales through expanded market reach, managing important accounts and field influencers such as masons, contractors, architects, and engineers, and coordinating marketing activations and consumer-focused promotions. It also includes distributor and retailer management, growth of the retail network, gathering market intelligence, converting leads, and strengthening channel sales for branded steel products.

Key performance areas

• Deliver primary and secondary volume goals for branded JSW products.
• Grow the distribution network by adding distributors and retailers.
• Plan and implement the area sales approach.
• Support performance through distributors’ sales managers, DSRs, and field officers.
• Build influencer loyalty through structured schemes and programs for masons, contractors, architects, and engineers.
• Plan and run trade marketing and BTL activities.
• Implement sales and marketing policies and initiatives issued by head office.
• Support people development.

Core activities

• Design and execute the area sales plan.
• Drive channel growth through distributor and retailer expansion.
• Manage distributors and key accounts effectively.
• Guide field teams on working methods and follow-through.
• Review performance regularly with distributor staff and track action items.
• Roll out branded format appointments and programs such as JSW Steel Format, JSW Shoppe, and JSW Shoppe Connect.
• Execute marketing initiatives in the assigned market.
• Maintain strong influence with local influencer communities.
• Track competitors and report intelligence on time.
• Handle MIS, data analysis, and reporting.
• Manage team members and their output.

Decision-making scope

• Setting distributor targets.
• Approving network expansion for distributors and retailers.
• Appointing branded outlets.
• Planning BTL activations.

Education and experience

Candidates should have a BE degree in Metallurgy or Mechanical, or a Science graduation with an MBA from a premier institute. The role calls for 8 to 10 years of total experience, with up to 4 years of experience as an Area Sales Manager. Relevant background in sales or marketing is expected from industries such as steel, cement, paint, FMCG, telecom, lubricants, batteries, construction chemicals, metals, tyres, or consumer durables.

Competencies needed

Strong sales management and key account handling skills are important, along with a clear understanding of the market, customer behavior, and competition. The role also needs confident negotiation, relationship building, data analysis, planning, forecasting, excellent communication, and interpersonal abilities. Fluency in the local language is preferred. Experience in training and developing manpower is also valuable.

Success factors

Success in this position depends on meeting sales targets, leading teams well, handling distributors, retailers, and influencers effectively, managing multiple priorities and pressure, aligning with other departments at the branch and plant, regularly visiting the market for customer and influencer feedback, and building capability within the team.