Area Sales Manager

About Our Client

Our Client is an established business within Malta’s FMCG sector, representing several internationally recognised brands. The Company combines commercial growth with responsible business practices, maintaining high standards in quality and environmental performance while supporting sustainability and innovation.

Role Overview

Heroix is collaborating with our Client to recruit an Area Sales Manager who will oversee commercial activity across an assigned geographical area. Reporting to the Country Sales Manager, the successful candidate will guide a small team of sales representatives, strengthen the Company’s market presence and support sustainable revenue growth across different trade channels.

Key Responsibilities

• Territory Performance: Take ownership of regional sales results, working towards agreed targets for product volumes, net revenue and profitability.
• Team Leadership: Manage, mentor and motivate a team of up to four sales representatives, setting clear expectations and encouraging a results-focused culture.
• Field Execution: Maintain a strong presence in the market to assess route effectiveness, improve customer service and ensure commercial plans are properly implemented.
• Business Expansion: Identify prospective customers and increase the range of Company products available through existing accounts across multiple sales channels.
• Account Management: Develop productive relationships with major customers and wholesale partners, overseeing negotiations, annual commercial plans and performance reviews.
• Demand and Inventory Planning: Contribute to sales forecasts and budgets while coordinating stock requirements to support continuous availability and appropriate product rotation.
• Financial Control: Work closely with the Finance function to monitor customer exposure, payment arrangements and outstanding balances.
• Performance Analysis: Review commercial information, recognise areas that are underperforming and introduce practical improvement measures.
• Brand and Promotional Activity: Coordinate the market introduction of new products, promotional campaigns and required trade execution standards, including OBBPC and PICOS.
• Cross-Departmental Coordination: Partner with Human Resources, Finance, Marketing, Supply Chain, Information Technology and Quality Assurance to support effective business operations.
• Systems and Projects: Assist with the rollout and use of CRM systems while coordinating initiatives connected with HORECA customers and cooler placement.
• Asset Oversight: Ensure that vehicles, equipment and other Company property assigned to the territory are used and maintained in accordance with internal requirements.

Qualifications, Skills and Attributes

• Education: A relevant qualification in business, sales, marketing or a related discipline would be considered beneficial.
• Experience: At least 5 years of commercial sales experience is required, including a minimum of 2 years leading or supervising others. Previous exposure to FMCG or a comparable fast-moving environment would be advantageous.
• Language Skills: Excellent command of English is required to succeed in this role. The ability to communicate in Maltese would be an asset.
• Communication Skills: Confident verbal, written and presentation abilities, with the capacity to explain commercial priorities clearly to both internal teams and external partners.
• Interpersonal Skills: A relationship-driven approach, supported by strong influencing, negotiation and customer management capabilities.
• Technical Skills: Sound knowledge of forecasting, demand planning, CRM platforms, sales reporting, commercial agreements, credit control and market analysis. Familiarity with OBBPC and PICOS execution principles would be valuable.
• Leadership: The ability to establish direction, develop team members and promote individual ownership of performance.
• Organisation: Strong planning skills with the ability to coordinate field activity, account requirements, stock needs and multiple commercial projects.
• Commercial Awareness: A clear understanding of how customer activity, pricing, product mix and market conditions affect revenue and margin.
• Self-Motivated: An energetic and proactive professional who is comfortable spending substantial time in the field and taking responsibility for territory results.
• Problem-Solving: An analytical mindset with the ability to interpret sales information, identify underlying issues and translate findings into workable action plans.
• Adaptability: Comfortable responding to changing market demands, introducing new processes and working across different areas of the Business.

What's on Offer

• Compensation: A competitive base salary with performance-based incentives and commissions.
• Working Hours: This is a full-time position offering an active and varied working environment, with regular field engagement and responsibility for leading an established sales team.
• Other Benefits: A comprehensive package that includes health insurance and performance-related bonuses, together with exposure to internationally recognised consumer brands.
• Career Development: Opportunities for professional growth and advancement within a dynamic and expanding company.

What Heroix Offers

• Confidentiality and Discretion: Your job search will be handled with the utmost confidentiality and professionalism.
• CV Review: Receive candid and constructive feedback to enhance your CV.
• Interview Planning: Get personalised preparation sessions prior to your interviews.
• Cultural Fit Assessment: Understand the Company culture to ensure it is the right environment for you.
• Long Term: Gain insights into the role and Company for a long-term, stable career move.
• Exclusive Opportunities: Access a broader range of job opportunities.
• Personalised Candidate Profile: Stand out with a detailed profile highlighting your strengths and skills.
• Ongoing Support and Guidance: Benefit from continuous support throughout your job search process.
• Networking Opportunities: Leverage our extensive network of industry contacts for exclusive positions.
• Time Efficiency: Save time and effort with our efficient and effective recruitment strategies.
• Tailored Job Matching: Find the perfect fit with customised job matching based on your skills and career goals.
• Feedback Loop: Stay informed and engaged with regular updates and feedback on your application status.

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