Area Sales Manager - Home Improvement

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Job Description:

About 3M and the Consumer Business Group

At 3M, we apply science in collaborative ways to improve everyday life. The Consumer Business Group (CBG) brings 3M’s trusted and innovative brands—such as Scotch®, Post-it®, Scotch-Brite®, and Command™—to homes and workplaces across India. We combine global technology leadership with deep local insights to deliver convenience, efficiency, and quality that customers trust.

Role Summary

The Area Sales Manager - Home Improvement & Hardware Channel is responsible for driving distribution expansion, retailer activation, and sales growth for the 3M Home Improvement portfolio across hardware, paint, electrical, sanitary, plywood, and building material retail channels within the assigned area. This role focuses on building a sustainable retail network, accelerating secondary sales, improving in-store visibility, and increasing product awareness among retailers and end consumers. The position requires strong channel development capability, distributor management, and market execution skills to deliver profitable growth in alignment with business priorities.

Key Responsibilities

Distribution Expansion

• Appoint and manage distributors/super stockists ensuring right investment, infrastructure, and service levels.
• Monitor ROI, claims, and ensure timely financial settlements and adherence to 3M policies.
• Strengthening trade partnerships through consistent engagement and transparent communication.
• Expand product availability across hardware and allied retail outlets through new distributor appointments.
• Identify white spaces and onboard new retailers.
• Strengthen distributor coverage and productivity.
• Ensure optimal assortment placement across stores.

Secondary Sales Growth

• Drive sales through retailer engagement programs.
• Improve offtake through merchandising and visibility.
• Execute monthly sales plans and market development activities.
• Track secondary sales performance.

Retailer Development

• Conduct retailer visits and relationship management.
• Educate retailers on product applications and benefits.
• Drive recommendation selling by shop owners and counter salespersons.
• Develop key influencer retailers within the market.

Distributor Management

• Manage distributor sales, inventory, and market coverage.
• Monitor stock levels and replenish inventory.
• Improve billing productivity and outlet reach.
• Conduct distributor reviews and joint market visits.

Visibility & Activation

• Ensure deployment of POSM and in-store branding.
• Conduct demonstrations and product trials.
• Execute local activations and retailer meets.
• Drive new product launches.

Market Intelligence

• Monitor competition products, channel and activities.
• Track pricing, promotions, and assortment trends.
• Identify emerging opportunities in home improvement retail.

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