Area Sales manager

Griffith Foods is the caring, creative product development partner helping food companies meet the evolving needs of consumers while sustaining the planet. As a family business founded in 1919 and headquartered in Alsip, Illinois USA, Griffith Foods is known for true, collaborative innovation guided by their Purpose of "We Blend Care and Creativity to Nourish the World". The company's product capabilities range from seasonings and marinades to coating systems and sauces that are better for people and better for the planet. For more information, visit www.griffithfoods.com.

1) Major Duties & Responsibilities

Sales Strategy & Execution:

• Develop and implement a regional sales strategy to achieve revenue growth and market penetration.
• Lead business development initiatives and drive the introduction of new products and concepts to existing and new customers.
• Own and deliver on sales revenue goals, ensuring alignment with the company's overall sales policy.

• Identify and acquire new customers within the food service (HoReCa), FMCG, and food ingredients sectors.
• Expand business relationships with existing customers to maximize revenue potential.
• Conduct market research to analyze trends, competitive landscape, and customer needs.

• Develop and maintain long-term partnerships with key stakeholders across the assigned region.
• Work closely with cross-functional teams (marketing, R&D, supply chain) to ensure seamless customer service.
• Address customer concerns, provide product solutions, and enhance overall satisfaction.

• Prepare and execute quarterly and annual sales forecasts based on market demand and competitor analysis.
• Monitor and analyze sales performance, initiating corrective actions where necessary.
• Maintain detailed sales reports, activity logs, and market intelligence to support data-driven decision-making.

• Plan and oversee the execution of marketing initiatives, including Customer Innovation Days, promotional events, and product launches in collaboration with the marketing team.
• Ensure brand visibility and penetration in the assigned territories.

• Lead, mentor, and manage a team of Territory Sales Managers (TSMs), Sales Executives, and Senior Sales Executives.
• Set performance targets, provide training, and conduct regular performance evaluations.
• Work closely with the sales team to align regional sales activities and drive business growth.
• Foster a collaborative culture within the team to enhance productivity and innovation.

• Leads in achievement of Sales Revenue, Contribution Margin, Operating Income
• Development of annual PAGs and achievement of reviews in the timeline required by the organization.

• Development of customer account plans to achieve required financials goals. Development and execution of plans to meet customer business needs due to internal challenges or changing market conditions.
• Management of customer needs and communications internally and externally impacting the customers.

• Reports to Regional Sales Manager
• Geographic coverage - India
• Work Location - Tamil Nadu and Kerala
• Strong relationship required with other BD functions (R&D, Culinary, Marketing)
• Frequent contact with Global Sauces / liquid blend Sales team
• Frequent contact with commercial and supply team members.

• Top to top relationships with customers, suppliers
• Represents company at industry events as appropriate.

• 10+ years of experience in sales management, preferably in B2B food sales, FMCG, HoReCa, or food ingredients.
• Strong expertise in territory management and key account development.
• Proven track record of achieving and exceeding sales targets.
• Excellent relationship-building skills with a customer-centric approach.
• Strong analytical and strategic thinking abilities.
• Experience in leading and managing a sales team, including TSMs, Sales Executives, and Senior Sales Executives.
• Proficiency in Microsoft Office (Excel, Word, PowerPoint, Outlook).
• MBA in Marketing or a related field is preferred.

• Creating New & Different: Strategic Mindset
• Understanding the Business: Customer Focus
• Understanding the Business: Financial Acumen
• Focusing on Performance: Drives Results; Ensures Accountability
• Influencing People: Drives Engagement
• Being Flexible and Adaptable: Situational Adaptability
• Managing Execution: Plans and Aligns
• Optimizing Diverse Talent: Builds Effective Teams
• Being Authentic: Courage