As an Area Sales Manager, you will be responsible for driving sustainable sales growth and operational excellence across your assigned territory. Acting as the key point of contact for all sales operations, you will lead field sales execution, manage distributor performance, strengthen customer relationships, and ensure flawless execution of commercial plans while consistently delivering agreed business objectives.
Deliver agreed sales targets and key performance indicators (KPIs) across the assigned territory, including Net Net Sales (NNS), Real Internal Growth (RIG), Organic Growth (OG), Total Trade Spend (TTS), distribution, numeric and weighted distribution, customer acquisition, and Route-to-Market (RTM) optimization.
Develop and implement territory sales plans aligned with business priorities and commercial objectives.
Manage distributors and customers to ensure operational excellence in sales execution, inventory management, order fulfillment, collections, claims management, and service levels.
Execute Channel & Category Sales Development (CCSD) plans at the Point of Consumption (POC) in line with channel and category priorities.
Drive customer retention, account expansion, and profitable business growth while maximizing yield per account.
Ensure effective deployment and utilization of company assets, including vending machines and chillers, to maximize return on investment and throughput.
Monitor market trends, competitor activities, customer performance, and new product launches, providing timely and accurate market intelligence.
Prepare accurate sales forecasts and ensure timely reporting of sales performance and business insights.
Ensure full compliance with Nestlé Principles, Policies, WHO Code, local regulations, Competition Commission of Pakistan (CCP) requirements, trade terms, quality standards, and all Safety, Health, and Environment (SHE) requirements.
Coach, motivate, and develop Nestlé and distributor sales teams through regular performance reviews, capability building, and field coaching.
Drive continuous improvement initiatives using the Nestlé Continuous Excellence (NCE) methodology and contribute to Operational Master Plan (OMP) execution.
Collaborate closely with Supply Chain, Marketing, Finance, Sales Operations, and Sales Administration teams to ensure seamless execution of business plans.
Bachelor's or Master's degree in Business Administration, Sales, Marketing, or a related discipline.
2–3 years of experience in Field Sales, Key Account Management, Distributor Management, or Sales within the FMCG or Out-of-Home (OOH) industry.
Demonstrated success in consistently delivering commercial KPIs and business objectives.
Proven experience leading, coaching, and developing high-performing field sales teams.
Strong understanding of:
Channel & Category Sales Development (CCSD)
Distributor and Route-to-Market (RTM) Management
Customer Relationship Management
Key Account and B2B Sales
Demand Planning and Sales Forecasting
Working knowledge of cross-functional business processes, including Supply Chain, Finance, Marketing, Sales Operations, and Integrated Commercial Planning.
Strong analytical, problem-solving, negotiation, and presentation skills.
Proficiency in Microsoft Office applications and sales automation/reporting tools.
High level of ownership, integrity, resilience, and a strong results-oriented mindset.
Ability to influence stakeholders, build collaborative relationships, and drive execution across multiple teams.
Willingness to travel extensively within the assigned territory.
As the world’s largest food and beverage company we are driven by a simple aim: unlocking the power of food to enhance quality of life for everyone, today and for generations to come. To deliver on this, we serve with passion, with a spirit of excellence, offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families. Our culture is based on our values rooted in respect: respect for ourselves, respect for others, respect for diversity and respect for the future.
We can trace our origin back to 1866, when the first European condensed milk factory was opened in Cham, Switzerland, by the Anglo-Swiss Condensed Milk Company. One year later, Henri Nestlé, a trained pharmacist, launched one of the world’s first prepared infant cereals ‘Farine lactée’ in Vevey, Switzerland.
Today, we employ around 273,000 people and have factories or operations in almost every country in the world. With our headquarters still based in the Swiss town of Vevey, we had sales of CHF 84.3 billion in 2020.
Our portfolio covers almost every food and beverage category – offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families.
House rules: https://nes.tl/HouseRules
