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

The 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.

• Deliver 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.

• Focus on value-based selling and protect pricing within defined guardrails.

• Conduct 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.

• Build strong relationships with OEMs, converters, fabricators, and key accounts.

• Plan and manage territory coverage, call cadence, and visit productivity.

• Maintain a healthy opportunity funnel (≥3× coverage) with accurate stage definition and probability.

• Utilize CRM (e.g., Salesforce) for lead tracking, forecasting, and action planning.

• Drive disciplined pipeline reviews to improve forecast accuracy.

• Prepare 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.

• Support aged inventory liquidation and stock allocation planning.

• Partner with Marketing for Ad Merch programs, campaigns, and demand generation initiatives.

• Collaborate with Supply Chain for allocation management and backorder mitigation.

• Align with Finance on credit management, CIR impact, and working capital control.

• Adhere to company policies on Ethics, EHS, Trade Compliance, and documentation.

• Maintain accurate records of trials, approvals, agreements, and regulatory compliance.

• Bachelor’s degree in Engineering / Science / Business (Mechanical, Chemical, Production preferred).

• 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.

• Experience 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.

• Application & Product Knowledge

• Consultative & Value-Based Selling

• Territory Planning & Discipline

• Negotiation & Margin Protection

• Data-Driven Decision Making

• Ownership & Accountability

• Cross-Functional Collaboration

• Revenue vs OP; OLCG contribution

• NBD wins (number/value) & conversion cycle time

• Funnel coverage (≥3×) & forecast accuracy

• Visit productivity & trial-to-commercialization rate

• DSO adherence & collection efficiency

• Ad Merch program ROI

• Customer retention & wallet share expansion

• 50–70% field travel within assigned territory.

• Customer plant visits requiring PPE and adherence to safety protocols.

• Flexibility for early/late visits aligned to production schedules.

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