Area Sales Manager - Industrial Adhesives & Tapes | Mumbai or Pune |

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Job Description:Area Sales Manager – Industrial Adhesives & Tapes (Territory Role) | Mumbai or PuneRole SummaryThe Area Sales Manager is responsible for driving profitable growth within the assigned territory by acquiring new customers, expanding share of wallet in existing accounts, and delivering differentiated application-based solutions.

The role requires strong consultative selling capability, technical engagement, and disciplined execution to achieve Operating Plan (OP), OLCG, margin, and working capital objectives. Key Responsibilities1. Sales & Profitable GrowthDeliver monthly, quarterly, and annual revenue targets aligned to OP. Drive New Business Development (NBD) through structured prospecting and opportunity management. Execute account plans and opportunity strategies to expand product mix and margin.

2. Customer Engagement & Application SellingConduct regular customer visits, process audits, technical demonstrations, and product trials. Identify process gaps and recommend adhesives/tapes solutions that enhance efficiency, quality, and total cost of ownership (TCO). Collaborate with Technical Service/Application Engineers for successful trial validation and commercialization. 3.

Territory & Funnel ManagementPlan and manage territory coverage, call cadence, and visit productivity. Maintain a healthy opportunity funnel (≥3× coverage) with accurate stage definition and probability. , Salesforce) for lead tracking, forecasting, and action planning. 4. Commercial & Operational ExcellencePrepare proposals and negotiate commercial terms within pricing guardrails. Ensure timely invoicing, collections, DSO control, and overdue reduction.

Monitor competitor activities and market dynamics; implement counter-strategies. 5. Cross-Functional CollaborationPartner with Marketing for Ad Merch programs, campaigns, and demand generation initiatives. Collaborate with Supply Chain for allocation management and backorder mitigation. 6. Compliance & GovernanceAdhere to company policies on Ethics, EHS, Trade Compliance, and documentation. Maintain accurate records of trials, approvals, agreements, and regulatory compliance.

3–7 years of B2B industrial sales experience (adhesives, tapes, specialty chemicals, industrial consumables). Demonstrated success in solution selling and margin-focused negotiations. Strong customer-facing and presentation skills. Preferred QualificationsExperience with Automotive, Electronics, Packaging, Construction, or General Manufacturing OEMs. Exposure to process lines such as lamination, bonding, gasketing, assembly, surface preparation.

Proficiency in CRM systems (Salesforce preferred), Excel, and demand forecasting tools.

Core CompetenciesApplication & Product KnowledgeConsultative & Value-Based SellingTerritory Planning & DisciplineNegotiation & Margin ProtectionData-Driven Decision MakingOwnership & AccountabilityCross-Functional CollaborationKey Performance Indicators (KPIs)Revenue vs OP; OLCG contributionNBD wins (number/value) & conversion cycle timeFunnel coverage (≥3×) & forecast accuracyVisit productivity & trial-to-commercialization rateDSO adherence & collection efficiencyAd Merch program ROICustomer retention & wallet share expansionTravel & Work Conditions50–70% field travel within assigned territory.

Customer plant visits requiring PPE and adherence to safety protocols. Flexibility for early/late visits aligned to production schedules.