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Area Sales Manager - Industrial Adhesives & Tapes | Mumbai or Pune |

3M -
Mumbai, Maharashtra

Apply Now

Job details

Full-time

Qualifications

Microsoft Excel
Sales
Salesforce
Engineering
Assembly
Presentation skills
Bachelor's degree
B2B sales

Full job description

3M has a long-standing reputation as a company committed to innovation. We provide the freedom to explore and encourage curiosity and creativity. We gain new insight from diverse thinking, and take risks on new ideas. Here, you can apply your talent in bold ways that matter.

Job Description:

Area Sales Manager – Industrial Adhesives & Tapes (Territory Role) | Mumbai or Pune

Role Summary

The Area Sales Manager is responsible for driving profitable growth within the assigned territory by acquiring new customers, expanding share of wallet in existing accounts, and delivering differentiated application-based solutions. The role requires strong consultative selling capability, technical engagement, and disciplined execution to achieve Operating Plan (OP), OLCG, margin, and working capital objectives.

Key Responsibilities

1. Sales & Profitable Growth

Deliver monthly, quarterly, and annual revenue targets aligned to OP.
Drive New Business Development (NBD) through structured prospecting and opportunity management.
Execute account plans and opportunity strategies to expand product mix and margin.
Focus on value-based selling and protect pricing within defined guardrails.

2. Customer Engagement & Application Selling

Conduct regular customer visits, process audits, technical demonstrations, and product trials.
Identify process gaps and recommend adhesives/tapes solutions that enhance efficiency, quality, and total cost of ownership (TCO).
Collaborate with Technical Service/Application Engineers for successful trial validation and commercialization.
Build strong relationships with OEMs, converters, fabricators, and key accounts.

3. Territory & Funnel Management

Plan and manage territory coverage, call cadence, and visit productivity.
Maintain a healthy opportunity funnel ( 3× coverage) with accurate stage definition and probability.
Utilize CRM (e.g., Salesforce) for lead tracking, forecasting, and action planning.
Drive disciplined pipeline reviews to improve forecast accuracy.

4. Commercial & Operational Excellence

Prepare proposals and negotiate commercial terms within pricing guardrails.
Ensure timely invoicing, collections, DSO control, and overdue reduction.
Monitor competitor activities and market dynamics; implement counter-strategies.
Support aged inventory liquidation and stock allocation planning.

5. Cross-Functional Collaboration

Partner with Marketing for Ad Merch programs, campaigns, and demand generation initiatives.
Collaborate with Supply Chain for allocation management and backorder mitigation.
Align with Finance on credit management, CIR impact, and working capital control.

6. Compliance & Governance

Adhere to company policies on Ethics, EHS, Trade Compliance, and documentation.
Maintain accurate records of trials, approvals, agreements, and regulatory compliance.

Required Qualifications

Bachelor’s degree in Engineering / Science / Business (Mechanical, Chemical, Production preferred).
3–7 years of B2B industrial sales experience (adhesives, tapes, specialty chemicals, industrial consumables).
Demonstrated success in solution selling and margin-focused negotiations.
Strong customer-facing and presentation skills.

Preferred Qualifications

Experience with Automotive, Electronics, Packaging, Construction, or General Manufacturing OEMs.
Exposure to process lines such as lamination, bonding, gasketing, assembly, surface preparation.
Proficiency in CRM systems (Salesforce preferred), Excel, and demand forecasting tools.

Core Competencies

Application & Product Knowledge
Consultative & Value-Based Selling
Territory Planning & Discipline
Negotiation & Margin Protection
Data-Driven Decision Making
Ownership & Accountability
Cross-Functional Collaboration

Key Performance Indicators (KPIs)

Revenue vs OP; OLCG contribution
NBD wins (number/value) & conversion cycle time
Funnel coverage ( 3×) & forecast accuracy
Visit productivity & trial-to-commercialization rate
DSO adherence & collection efficiency
Ad Merch program ROI
Customer retention & wallet share expansion

Travel & Work Conditions

50–70% field travel within assigned territory.
Customer plant visits requiring PPE and adherence to safety protocols.
Flexibility for early/late visits aligned to production schedules.

Learn more about 3M’s creative solutions to the world’s problems at www.3M.com or on Instagram, Facebook, and LinkedIn @3M.

Safety is a core value at 3M. All employees are expected to contribute to a strong Environmental Health and Safety (EHS) culture by following safety policies, identifying hazards, and engaging in continuous improvement.

Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.

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