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Area sales manager

Functions and tasks

With regard to the management, monitoring and development of the client portfolio, he/she is responsible for:

  • The setting of customer objectives (volume and turnover);
  • Prospecting, recruiting and connecting new customers;
  • Analyzing discrepancies and proposing action and monitoring plans;
  • The study analyzes and categorizes the portfolio;
  • In-depth knowledge of the activity and evaluation of potential customers;
  • The implementation of a customer visit schedule (setting specific objectives for each visit) and making a report of the visits;
  • Follow customer orders and take stock of the remainders with the ADV;
  • Take an interest in the blocking of accounts and anticipate requests for exemption;
  • The implementation and monitoring of provisional supply and delivery schedules (monthly and quarterly schedule);
  • Financial management (monitoring of customer accounts and collection via the implementation of provisional cash flow schedules);
  • Participate in collection meetings / follow and respect deadlines;
  • The proposal to open new roads and ensure their follow-up;
  • Measure customer risks;
  • Report information and do not commit the company without the agreement of management.

Regarding the administrative management of customer accounts, he/she will:

  • Ensure the opening of the customer account, receive the contracts and return them signed to the ADV;
  • Minimize the risk of non-payment of trade receivables;
  • Control and monitor the conditions of sale (outstanding, ceiling, expiry, RRR);
  • FA, to be updated daily (invoice, recovery to be lettered with invoice);
  • Control customer outstandings (BC introduced, BL not delivered, invoice);
  • Validate monthly accounts with the Sales Director;
  • Check and validate invoices.

With regard to inventory management and customer complaints, he/she is responsible for:

  • Quantitative / qualitative management and monitoring of customer stocks;
  • Record stock with DLC and send to ADV with mutual discharge;
  • Receive customer complaints;
  • Send the signed non-compliance sheets to the ADV;
  • Monitor the outcome of complaints and inform the customer.

In relation to the supervision, coaching and training of his/her team, he/she will have to ensure:

  • Monitoring and control of the activities of salespeople (FDVD) and the auxiliary sales force in their area;
  • Performance analysis and monitoring of objectives;
  • The evaluation of the good command of merchandising sales techniques;
  • The proposed plan and skills development.

In terms of developing the visibility of our brands, he/she will:

  • Receive RED report, proposal and PA follow-up;
  • Take charge of referencing and increasing our share of DN and linear;
  • Negotiate the strategic locations necessary for the deployment of visibility elements (POS, panels, fridge, etc.);
  • Set up, control and monitor (in compliance with the RED standards defined by the sales department).

Regarding commercial operations, he/she will:

  • Propose, plan and manage field operations specific to his area;
  • Participate in the development and execution of standard promotional plans.

In terms of logistics management:

  • He is responsible for the upkeep and maintenance of the vehicle and equipment assigned to him.

In terms of reporting, he/she develops:

  • The weekly activity report;
  • The weekly sales analysis report;
  • The monthly global report;
  • The quarterly/annual report.

In addition, he/she must:

  • Have a deep knowledge and mastery of his area (discovery of the environment and competitive intelligence);
  • Carry out any other activity entrusted to it as part of its mission;
  • Do not bind the company without the agreement of the management;
  • Comply with defined procedures, guidelines and deadlines.

Required profile

The profile of the candidate must meet the following expectation:

  • Bac+3 in commerce, business administration or any other similar field;
  • A minimum of 6 years of field experience as a salesperson is required.


  • General marketing knowledge;
  • In-depth knowledge of sales and distribution techniques;
  • Perfect knowledge of the products of the Kirène Group;
  • Be able to set up business intelligence tools;
  • Ability to write reports and have the ability to analyze them.


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