Job Purpose
The Area Sales Manager is responsible for achieving volume, distribution, and visibility objectives within the assigned area by optimizing performance and coaching, motivating, and developing direct reports. The role works closely with the Sales Manager to develop and implement strategies that drive sales growth and increase market share, while ensuring all activities are carried out in accordance with company policies and procedures.
Duties & Responsibilities
Target Management:
- Closely monitors CC and area performance daily and takes proactive corrective actions as needed
- Conducts thorough monthly business evaluations and revises upcoming forecasts to compensate for prior underperformance
- Ensures timely and efficient booking of off-shelf and window displays at points of sale (POS)
- Ensures area distribution targets are achieved by continuously scanning assigned areas and opening new POS in a timely manner
- Maintains continuous availability of updated call cycles in line with area objectives
- Ensures proper implementation of company policies and procedures to minimize operational and financial risks
- Sets and monitors collection plans per client based on accurate aging report analysis, in coordination with relevant stakeholders
- Frequently audits the accuracy of information provided by CCs
- Monitors customer satisfaction through field visits and surveys, ensuring that customer requests and issues are addressed promptly
- Establishes and maintains strong working relationships with trade partners, with a focus on key outlets (owners, category managers, etc.)
Collaborates with the Sales Coordinator, Sales Manager, and Warehousing and Delivery teams to ensure accurate and timely deliveries and efficient return handling.
Reporting:
Reports daily, weekly, and monthly on competitor activities, achievements versus targets, challenges, and market opportunities.
Human Resources Management:
- Contributes proactively with the Talent Acquisition team to fill vacancies in a timely manner, including designing and updating job descriptions and onboarding programs, and ensuring their effective implementation
- Ensures an optimized team structure aligned with business priorities and performance objectives
- Provides direct reports with the necessary tools, resources, and guidance to perform effectively; identifies training needs and development plans in coordination with Learning & Development
- Recognizes achievements and identifies high-potential employees to support succession planning and career growth
- Sets annual business goals and required competencies for direct reports, conducts quarterly performance reviews, and continuously monitors productivity, taking corrective actions when required
- Manages performance issues, issues misconduct notices when applicable, and enrols underperformers in relevant improvement programs
Requirements
- Education: University degree
- 3-5 years of experience within the FMCG or Consumer Products sector
- Languages: Fluency in Kurdish and Arabic is required, Proficiency in English is an advantage
- Strong understanding of field operations and nationwide sales dynamics
- Valid driver’s license with active driving skills
- No travel restrictions
- Proficiency in MS Office; CRM knowledge is an advantage
Additional Requirements
Functional Competencies:
- Planning & Organizing: Works independently and provides technical guidance when required to plan, organize, prioritize, and oversee activities efficiently to meet business objectives
- Reporting: Works with guidance (but not constant supervision) to prepare relevant, clear, and effective reports
- Compliance: Works independently and provides technical guidance when required to ensure full compliance with applicable rules, regulations, and company policies in management and operations
- Attention to Detail: Effectively manages and tracks multiple streams of information, ensuring order and accuracy; monitors others’ work to confirm procedures and standards are consistently followed
- Resourcing & Workforce Planning: Works with guidance to ensure the organization recruits and deploys talent with the required skills to achieve competitive advantage, while balancing short- and long-term workforce needs
- People Development: Builds the capabilities of team members through coaching, mentoring, and on-the-job training; provides practical support, shares expertise, and explains the rationale behind processes and procedures
- Accountability: Holds team members accountable for performance standards in both results and behaviors; provides ongoing corrective feedback and ensures performance against goals is transparently monitored
- Drive for Results: Demonstrates strong determination to achieve short- and long-term goals by assessing, measuring, and continuously improving performance; sets ambitious yet realistic targets for self and team
- Analytical Thinking: Approaches problems systematically by breaking them down into components and applying sound judgment based on evidence, identifying cause-and-effect relationships
- Team Leadership: Builds and leads a high-performing team by motivating, inspiring, and aligning team members around shared objectives; encourages participation and new ideas
- Initiative: Acts proactively to prevent issues and capitalize on opportunities; recognizes and responds effectively to emerging challenges and business needs
- Resilience: Maintains performance and composure under pressure, overcomes obstacles, and views setbacks as opportunities for learning and improvement
- Teamwork & Collaboration: Works cooperatively within the team and collaboratively with internal and external stakeholders, demonstrating understanding of others’ constraints and fostering positive working relationships
- Customer Focus: Consistently identifies and meets internal and external customer needs, seeking feedback and acting on it to enhance service quality and outcomes
- Leveraging Networks: Builds, maintains, and effectively uses professional networks to achieve objectives, gain insights, and access diverse perspectives beyond the immediate business area
*Only applicants meeting the strict criteria outlined above will be contacted as part of the shortlisting process.