Area Sales Manager - Industrial Adhesives & Tapes

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Role Summary The Sales Manager is responsible for driving profitable growth within an assigned territory by acquiring new customers, expanding wallet share with existing accounts, and delivering value through application-based solutions. The role requires strong customer engagement, solution-selling, and disciplined execution to meet sales, margin, and collection targets. Key Responsibilities Sales & Growth

• Achieve monthly/quarterly/annual revenue and product mix targets.
• Drive new business development (NBD) through prospecting, lead conversion, and pipeline management.
• Execute account plans and opportunity strategies in alignment with OP (Operating Plan) and OLCG goals.

Customer Engagement & Solution Selling

• Conduct regular customer visits, technical demos, trials, and joint application development.
• Identify customer needs and recommend adhesives/tapes solutions that improve process efficiency.
• Coordinate with technical service/application engineers to ensure successful trials and adoption.

Territory & Funnel Management

• Manage territory coverage, call cycles, and visit frequency to maximize reach and productivity.
• Maintain a healthy opportunity funnel with accurate stage definitions, value, and probability.
• Use the designated CRM for lead tracking, meeting notes, action plans, and forecasting.

Commercial Excellence

• Prepare and negotiate proposals within pricing and discount guardrails.
• Ensure on-time invoicing, collections, and DSO adherence; resolve billing and payment issues proactively.
• Monitor competitor activity, market trends, and customer risks; update counter-strategy plans.

Cross-Functional Collaboration

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