Area Sales Manager

Business Overview

Danone is a worldwide food and beverage company with a focus on dairy and plant-based nutrition, bottled water, and specialized nutrition products. The organization’s purpose is to improve health through food for as many people as possible, backed by a sustainable way of doing business, consumer education on healthy eating and drinking, and a steady emphasis on innovation and brand growth. With close to 90,000 employees and products available in more than 120 markets, the group records annual sales of over €27 billion.

In India, Danone operates through Nutricia International Pvt. Ltd., concentrating on nutrition products for pregnant women, infants, young children, and adults. Its portfolio includes locally manufactured and nationally distributed brands such as Aptamil, Dexolac, Nusobee, and Protinex. The India business employs more than 1,000 people, has turnover above €150 million, is headquartered in Mumbai, Maharashtra, and runs a manufacturing facility in Lalru, Punjab.

Role Summary

The Area Sales Manager will oversee business growth and brand movement across the assigned territory. The role calls for preparing monthly and quarterly forecasts, allocating resources effectively, and ensuring activities are executed on time and in coordination with the wider team to deliver stronger sales outcomes.

Key Responsibilities

• Build strong territory-level plans and ensure execution at the ground level.
• Prepare monthly and quarterly forecasts for primary and secondary sales.
• Create, monitor, and refine MJP and DCP plans to improve outlet coverage and calling frequency across pharmacies and general trade stores.
• Use available resources efficiently to support maximum sales performance.
• Make sure the team delivers TCCA as agreed.
• Improve outlet productivity by strengthening visibility, merchandising, and product availability.
• Ensure every team member works toward assigned sales targets.
• Implement SOPs and company policies at the distributor level.
• Track and ensure collections are completed on time.
• Handle claim filing and closure within required timelines.
• Maintain distributor and market hygiene standards.
• Identify, build, and manage key accounts that support business expansion.
• Plan, roll out, and review trade promotions, schemes, and offers with stakeholders.
• Spot new business avenues and distribution opportunities to grow market share.
• Monitor distributor ROI and performance.
• Work closely with the brand team, trade marketing team, and sales operations.
• Provide service support in territories that are temporarily vacant.
• Hire team members in a timely and efficient manner.
• Train, guide, and coach the team to help individuals perform to their full potential.
• Carry out fair and transparent performance reviews.
• Convert national objectives into clear team, individual, and customer actions that support growth and profit goals.
• Recognize strong performance through timely rewards and appreciation.
• Support employee retention through motivation and team-building efforts.
• Advise team members on possible career growth paths.

Requirements

• A full-time graduation degree from a recognized university is required.
• Post-graduation is preferred.
• Applicants should have 8 to 9 years of relevant experience in a reputed FMCG company.
• At least 4 to 5 years of experience at Executive or Area Manager level is expected.
• Strong exposure to distributor management and a proven sales track record are important.
• Good presentation, negotiation, and interpersonal abilities are needed.
• Team leadership and people management skills are essential.
• The ideal candidate should be customer-focused, growth-oriented, results-driven, and comfortable with effective communication and intelligent risk-taking.

Additional Information

The company’s India presence includes a head office in Mumbai and a manufacturing site in Lalru, Punjab. The role is based in Lucknow, Uttar Pradesh.