Area Sales Manager

Overview:

The Area Sales Manager is responsible for leading the sales force managing the Area Distribution set-up for mainstream selling, focused on converting Sari-Sari Stores and Telco Tiangges into subscriber acquisition and load-selling outlets. This position reports directly to the
Regional Sales Manager for Traditional Channels (General Trade & Direct Sales).

Functions:

• Develop and execute strategic plans to grow DITO's mobile business within the assigned area.
• Manage, monitor, and ensure achievement of area sales performance targets.
• Coach Territory Sales Specialists and Direct Sales Specialists, promoting best practice sharing.
• Conduct weekly market visits averaging 2–3 Territory Distributors, 3–5 Sub-Distributors, and 30 retail outlets to gather market insights.
• Set strategic objectives for Territory Distributors' areas and approve trade-marketing programs within the trade development budget.
• Conduct regular business reviews with distributors.
• Cascade sales and marketing programs to field teams and partners.
• Implement continuous training for Territory Distributor Specialists, Direct Sales Specialists, and distributor sales teams (e.g., Product Knowledge, Selling & Negotiation Skills).
• Submit field evaluation and validation reports.
• Translate HQ directives into actionable tasks and ensure compliance at the area level.
• Achieve sales activation and revenue targets through effective sales execution aligned with channel strategies.
• Collaborate with the Channel Strategy Development team in formulating and assessing distribution strategies, sales tools, and business models.
• Lead sales initiatives to drive General Trade Sales performance.
• Ensure consistent implementation of the Sales Cadence process to align team efforts with General Trade objectives.
• Manage P&L of distributors and develop programs that enhance channel profitability.
• Design and maintain an optimal organizational structure, performance measures, and succession plans in collaboration with HR/Talent Management.
• Manage OPEX and CAPEX budgets for the area.
• Audit Territory Distributor and Direct Sales Specialist operations for compliance and efficiency.
• Build and sustain strong business relationships with third-party agencies and partners to ensure success in product and service delivery.

Employment Standards

Competencies & Skills:

Strategic Thinking

• Sales strategy planning, design, and execution
• Market insights and area analysis
• Forecasting and target setting

Entrepreneurial Mindset

• Opportunity identification and data-driven decision-making
• Systematic planning and calculated risk-taking
• Focus on efficiency and productivity

Execution Excellence

• Leadership for results and team alignment
• Organization, risk mitigation, and resource optimization
• Influence, persuasion, and standards setting

Innovation

• Continuous improvement and creative problem-solving
• Advocacy for best practices

Customer First Orientation

• Customer intimacy and service mindset
• Accountability and ownership for customer satisfaction

People Orientation

• Coaching, mentoring, and capability building
• Distributed leadership and performance excellence

Personal Values

• Leadership by example
• Integrity and ethical behavior

Partner Management & Channel Development

• Building strategic alliances
• Business and financial acumen
• Operational efficiency and empowerment of partners

Job Skills & Qualifications

Required:

• Bachelor's degree in Marketing, Business Management, or related field (Master's degree is an advantage).
• Minimum of
  10 years' Sales Management experience
  in Consumer Markets, Retail, or Sales & Distribution.
• Strong knowledge of channel organization systems and the Philippine telecom industry.
• Well-connected with local business partners for channel development.
• Proficient in Microsoft Office (Word, Excel, PowerPoint). Familiarity with Supply Chain, ERP, CRM, or DMS systems is an advantage.

Preferred:

• Experience in Telecommunications or Fast-Moving Consumer Goods (FMCG) Distribution.
• Background in managing handset and SIM card distribution across online and offline channels.
• Prior experience working with regional or provincial distributors of telco incumbents.