Position Summary

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.

A Day in the Life

• 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.

What Will Make You Successful

• 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.