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.
