Area Sales Manager

4 days ago


Bacolod City, Western Visayas, Philippines DITO Telecommunity Corporation Full time ₱2,000,000 - ₱2,500,000 per year
Overview

The Area Sales Manager is responsible for leading the sales force in handling the Area Distribution set-up for mainstream selling. The role focuses on converting Sari-Sari Stores and Telco Tiangges into subscriber acquisition and load-selling outlets. This position plays a key role in driving growth, ensuring distributor profitability, and achieving sales targets within the assigned area.


Key Responsibilities
  • Develop and execute plans to grow DITO's mobile business in the assigned area.
  • Manage, monitor, and ensure the success of area performance.
  • Coach and mentor Territory Sales Specialists (TSS) and Device Retail Partner Specialist (DRP); encourage best practice sharing.
  • Conduct weekly market visits (2–3 Territory Distributors, 3–5 Sub-Distributors, ~30 outlets) to gain insights.
  • Set strategic objectives for Territory Distributors; approve trade marketing programs aligned with trade development budgets.
  • Conduct business reviews with distributors.
  • Cascade sales and marketing programs across the team.
  • Provide continuous training to TSS, DRP, and distributor sales personnel (e.g., product knowledge, call procedures, selling and negotiation skills).
  • Submit field reports, evaluations, and validations regularly.
  • Attend Territory Distributor, Sub-Distributor, or Retailer meetings monthly.
  • Translate HQ directives into actionable tasks and ensure compliance.
  • Achieve sales and/or revenue targets by aligning channel strategies with area-specific action plans.
  • Partner with the Channels Strategy Development team to assess business models, distribution strategies, and product-to-channel mix.
  • Lead sales activities to support General Trade Sales performance.
  • Ensure consistent implementation of sales cadence for team alignment.
  • Take ownership of distributor P&L and develop programs to enhance channel performance.
  • Collaborate with HR/Talent Management to design optimal structures, set performance measures, and plan succession.
  • Manage OPEX and CAPEX for the area.
  • Audit distributor operations and ensure compliance with systems and processes.
  • Build and maintain strong relationships with third-party agencies to drive product/service success.

Competencies & Skills

Strategic Thinking

  • Sales strategy design and execution
  • Market insights and analysis (industry, socio-economic, geographical)
  • Forecasting and target setting

Entrepreneurial Mindset

  • Identifying and capitalizing on new opportunities
  • Balancing intuition with data-driven insights
  • Systematic planning and risk management
  • Driving efficiency and productivity

Execution Excellence

  • Leadership for results
  • Organization and risk mitigation
  • Influence, persuasion, and networking
  • Standard setting and resource optimization

Innovation

  • Continuous learning and improvement
  • Creative problem-solving
  • Advocacy for best practices

Customer First Orientation

  • Customer intimacy and service mindset
  • Accountability for customer satisfaction

People Orientation

  • Coaching, mentoring, and people development
  • Building leadership capabilities across the team
  • Driving excellence in execution

Personal Values

  • Leading by example
  • Integrity and strong work ethics

Partner Management & Channel Development

  • Building strategic alliances
  • Strong business and financial acumen
  • Operational excellence and efficiency
  • Empowering partners through capability building

Job Skills & Qualifications

Required:

  • Bachelor's degree in Marketing, Business Management, or related field (Master's degree preferred).
  • At least 10 years of sales management experience in Consumer Markets, Retail, Sales, or Distribution.
  • Strong knowledge of channel organization systems and telecom industry operations.
  • Established connections with local business partners for distribution channel development.
  • Proficiency in Microsoft Office tools (Word, Excel, PowerPoint); experience with ERP, CRM, DMS, or supply chain systems is a plus.

Preferred:

  • Experience in Telecommunications, FMCG Distribution, or working with regional/provincial distributors of telco incumbents.
  • Management experience in handset, SIM card distribution, and other physical products across online and offline channels.


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