Growel Softech Pvt Ltd
Website:
growelsoftech.com
Job details:
Job Title: Area Expansion Manager Distributor & Wholesaler Onboarding
Location: Solapur & Kanpur, Nagpur.
Department: Sales & Distribution
Reporting to: Regional Sales Head
Team Handling: Territory Sales Executives / Field Officers
About the Role: Looking for an entrepreneurial and execution
focused sales leader to drive market expansion on the ground. The Area Expansion
Manager will be responsible for identifying, onboarding and activating wholesalers and
self-serving distributors while building a strong primary sales network across assigned
geographies.
This role requires a highly driven individual who can operate independently, negotiate
effectively, and build long-term channel partnerships. The candidate will play a critical
role in establishing market presence and accelerating secondary sales growth.
Key Responsibilities :
Market Development & Distributor Hunting
- Map the states distribution landscape and identify high-potential towns, trade
hubs, mandis, and growth clusters.
- Identify, evaluate and appoint wholesalers and self-serving distributors aligned
with RIOs business objectives and commercial norms.
- Conduct market research on competitor presence, category opportunities and
retail density.
- Negotiate commercial agreements including security deposits, credit terms, ROI
structures, and territory alignment.
- Build and maintain a strong pipeline of distributor prospects to ensure
continuous market expansion and white-space coverage
.Distributor Onboarding & Activation
- Drive end-to-end onboarding including documentation, KYC, DMS/SFA setup,
opening orders and operational readiness.
- Ensure infrastructure readiness including warehousing, delivery systems and
field manpower deployment.
- Conduct induction and training sessions for distributor teams on products,
schemes, systems and sales processes.
- Ensure distributors achieve go-live targets and meet initial productivity
benchmarks within the first 90 days.
Sales Delivery & Business Growth
- Own primary and secondary sales targets for the assigned geography.
- Drive volume growth, value growth, outlet coverage and range-selling
objectives.
- Develop Joint Business Plans (JBP) with distributors and review business
performance regularly.
- Monitor market execution, stock movement, visibility and distributor
productivity.
Distributor Relationship Management
- Act as the primary point of contact for distributors and wholesalers.
- Resolve commercial, operational and supply-chain issues in a timely manner.
- Build long-term strategic relationships with channel partners to ensure business
sustainability.
Reporting & Compliance
- Maintain accurate reports and dashboards related to appointments, sales
performance, productivity and market coverage.
- Ensure compliance with company commercial policies, audit requirements and
code of conduct.
- Provide regular market feedback, competition insights and expansion
opportunities to management.
Desired Candidate Profile
Must-Have Skills & Experience
- Minimum 35 years of FMCG sales experience with at least 2 years in a
frontline managerial role.
- Proven experience in distributor appointment and launching new
territories/geographies.
- Strong understanding of FMCG distribution systems and wholesale trade
dynamics.
- Commercially sound with knowledge of ROI calculations, trade schemes,
margins and working capital management.
- Good understanding of regional market dynamics, trade communities and local
business culture.
- Hands-on experience with DMS/SFA tools and reporting systems.
- Strong negotiation, relationship-building and execution skills.
- Preferred Experience
- Prior experience in Beverage / Alco-bev / FMCG industry preferred.
- Experience working during a state launch, category launch or aggressive market
expansion phase.
- Existing distributor and wholesale market network will be an added advantage.
Behavioral Competencies
- Entrepreneurial mindset with strong ownership orientation.
- Ability to work in ambiguity and build markets from scratch.
- High energy and willingness to travel extensively (15+ days/month).
- Strong analytical and problem-solving approach.
- Excellent communication and stakeholder management skills.
Compensation & Benefits
- Industry competitive salary with performance-linked incentives.
- Opportunity to work in a fast-growing beverage company with high career
growth potential.
- Dynamic work culture focused on innovation and market leadership.
Looking for candidates who can join in 15-30 days, if interested pl share updated CV at avanti.h@growelsoftech.com
Click on Apply to know more.