Area Sales Manager – Industrial Adhesives, Tapes

This is a fully remote position, open to applicants in India.

📋 Description

• Propel profitable growth within a designated territory.

• Acquire new clients and enhance wallet share with current accounts.

• Provide value through adhesive and tape solutions based on applications.

• Meet monthly, quarterly, and annual revenue and product-mix objectives.

• Foster new business development via prospecting, lead conversion, and pipeline management.

• Implement account plans and opportunity strategies that align with OP and OLCG objectives.

• Conduct customer visits, technical demonstrations, trials, and collaborative application development.

• Recognize customer needs and propose solutions to enhance process efficiency.

• Collaborate with technical service and application engineers on trials and adoption initiatives.

• Oversee territory coverage, call cycles, and visit frequency.

• Maintain an accurate opportunity funnel and utilize CRM for tracking, notes, action plans, and forecasting.

• Prepare and negotiate proposals within established pricing and discount parameters.

• Ensure prompt invoicing, collections, and adherence to DSO; address billing and payment concerns.

• Monitor competitors, market trends, and customer risks; update counter-strategy plans accordingly.

• Work with marketing on Ad Merch programs, campaigns, and promotion-driven demand generation.

• Collaborate with supply chain to manage stock allocations, backorder resolutions, and aged inventory liquidation.

• Coordinate with finance regarding credit limits, CIR impacts, and budget compliance.

• Keep accurate records of trials, approvals, contracts, and regulatory requirements.

• Track KPIs including revenue, OLCG contribution, new business development wins, funnel health, DSO, collections, program effectiveness, retention, expansion, satisfaction, visit productivity, and trial-to-adoption rate.

⛳️ Requirements

• Bachelor’s degree in Engineering, Science, or Business (Mechanical/Chemical/Production preferred) or equivalent experience.

• 3–7 years of field sales experience in industrial/B2B (adhesives, tapes, industrial consumables, or related fields).

• Demonstrated success in solution selling, negotiation, and closing.

• Experience with OEMs, converters, fabricators, and key accounts in automotive, electronics, packaging, construction, or general manufacturing preferred.

• Practical exposure to process lines such as lamination, assembly, gasketing, and bonding preferred.

• Familiarity with substrates and surface preparation preferred.

• Proficient with CRM tools such as Salesforce, Excel, and data-driven forecasting preferred.

• Understanding of bonding mechanisms, test methods, and ROI/TCO.

• Capability to diagnose issues, create value-driven proposals, and manage objections.

• Competence in planning visits, optimizing routes, and maintaining call cadence.

• Ability to balance price, value, and terms within prescribed parameters.

• Skill in utilizing CRM and reports for pipeline management, forecast accuracy, and performance tracking.

• Self-motivated, target-oriented, resilient, and action-oriented.

• Ability to work collaboratively with technical, marketing, supply chain, and finance teams.

• Willingness to travel approximately 50–70% within the territory.

• Capability to use PPE and comply with plant safety regulations at customer sites.

• Commitment to the company's policies on ethics, safety, EHS, trade compliance, and documentation.

🏝️ Benefits

• Opportunity to explore and encouragement for curiosity and creativity.

• Diverse thought processes and chances to take risks on innovative ideas.

• Robust safety policies and a strong EHS culture.

• PPE provided and required for work at customer sites.