Area Sales Manager

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.