Role Purpose
The Area Sales Head (ASH) is responsible for franchise acquisition, territory expansion, and early-stage franchise business activation across the assigned territory.
The ASH is the primary growth driver responsible for identifying, converting, and activating new franchise partners.
The role owns the franchise lifecycle across two critical stages:
Stage 1 – Franchise Acquisition
Identifying potential franchise partners, presenting the business opportunity, and closing franchise registrations.
Stage 2 – Early Business Activation (First 6 Months)
Ensuring newly recruited franchise partners successfully open their stores and begin generating consistent purchase volumes within the first six months through FDM.
Ø The Franchise Development Manager (FDM) reports directly to the ASH and is responsible for executing onboarding and shop opening.
After the first six months of operations, or once defined performance thresholds are achieved, the franchise is transitioned to the Franchise Relationship Manager (FRM) who reports to the Associate Vice President sales.
The ASH’s performance is directly linked to:
- Franchise recruitment success
- Territory expansion
- Early-stage business performance of newly recruited franchises through FDM
Role Scope
The ASH manages a defined territory consisting of:
- A city
- Multiple cities
- A district
- A cluster of districts
The role includes responsibility for:
- Franchise recruitment
- Territory expansion planning
- Lead generation and conversion
- Franchise onboarding oversight
- Managing FDM execution
- Ensuring early-stage franchise performance through FDM
Key Roles & Responsibilities
1. Territory Mapping & Market Expansion
The ASH must ensure that the assigned territory is systematically mapped and expansion opportunities are clearly identified.
Execution responsibilities include:
- Conduct detailed territory mapping covering:
- Cities
- District headquarters
- High population towns
- Emerging residential clusters
- Identify locations suitable for new franchise stores.
- Assess pharmacy density and competitor presence.
- Identify high-potential micro markets.
- Create a territory expansion plan every quarter.
- Track franchise presence across the territory and identify white-space markets.
The ASH must ensure that every major town in the assigned territory has franchise representation.
2. Franchise Lead Generation
The ASH must maintain a continuous pipeline of potential franchise partners.
Execution responsibilities include generating leads through:
A: Own Source
- Chambers of Commerce
- Local business associations
- Trade exhibitions
- Pharma distributor networks
- Medical professional networks
- Gym and wellness communities
- Senior citizen associations
- Real estate developers
- WhatsApp business communities
- Local entrepreneur networks
Daily discipline expected:
- Generate minimum 5–10 new leads per day
- Maintain an updated lead database
- Track leads through CRM or internal software
B Work on Leads Provided by GMPL
The ASH should maintain 30–40 active prospects in the pipeline at all times.
3. Lead Qualification & Screening
The ASH must ensure that only qualified prospects move forward in the franchise process.
Execution responsibilities include:
- Evaluate prospects using BOP qualification parameters
- Assess: SOP/ TRAINING
- Location viability
- Financial capability
- Business intent
- Market potential
- Conduct initial qualification calls using approved scripts
- Verify readiness for business investment
Only prospects meeting the company’s qualification criteria should proceed to the next stage.
4. Business Opportunity Presentation (BOP)
The ASH must conduct structured presentations explaining the franchise opportunity.
Execution responsibilities include:
- Schedule face-to-face meetings with qualified prospects
- Deliver structured BOP presentations covering:
- Business model
- Investment requirements
- Revenue potential
- Product portfolio
- Operational model
- Franchise support systems
- Clearly explain:
- How the business operates
- When revenue generation begins
- What the expected returns are
- Demonstrate company digital platforms and encourage prospects to download the D2C mobile application.
5. Objection Handling & Franchise Closure SOP AND GUIDEELINE
The ASH is responsible for converting qualified prospects into franchise partners.
Execution responsibilities include:
- Address objections related to:
- Investment risk
- Market competition
- Revenue potential
- Conduct structured follow-up meetings and calls.
- Build credibility and trust with the prospect.
- Guide the prospect through the franchise registration process.
Closure process includes:
- Sharing payment link
- Code generation
- Confirmation of payment
- Documentation verification
6. Franchise Onboarding Oversight SOP
Once a franchise is registered, the ASH must ensure smooth onboarding and store launch through FDM.
Execution responsibilities include:
- Conduct welcome call on the same day of registration.
- Schedule personal meeting within 24 hours.
- Introduce the franchise owner to the FDM responsible for onboarding.
- Conduct a joint meeting explaining the shop opening roadmap.
- Participate in shop opening preparation and launch activities.
The ASH must ensure shop opening within the defined timeline (typically within 60 days).
Pay: ₹400,000.00 - ₹600,000.00 per year
Work Location: On the road
