Territory Sales Manager
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Job Location:
Monthly Salary:
Posted on:
Yesterday
Vacancies:
1 Vacancy
Job Summary
Territory Sales Manager/ Territory Sales
Executive- General Trade
The Territory Sales Manager is responsible for the sales performance and the profitability of General
Trade for the assigned Territory within a sales area.
He/she handles specific territories assigned within a sales area in delivering the overall sales area
objectives TSM is the first line manager and is responsible for on field execution of all sales activities.
supervises fine-tunes and monitors the execution and takes pro-active initiatives to cease every
opportunity to increase the sales in accordance with the companies- policies and strategies.
He/she will also manage and coach the Distributor Sales Team in the territory. It is his/her obligation to
form an efficient and effective team that is perfectly cooperating with all internal and external partners.
Successful performance requires
- strong communication and negotiation skills
- sound forward thinking and planning skills - analytical skills to handle complex situations
- taking the full responsibility for decisions and repercussions and
- clear commitment and vision to steer the distribution team
Detailed Responsibilities (non-conclusive) :
Business Objectives :
1. To achieve volume and value objectives of the assigned territory within budget time and policy
parameters through efficient control of the network under charge
2. Executing the agreed strategic alliances with key outlets
- Timely implementation and follow-ups for monthly activity/ promotions specific to outlet and chain
- Liasoning with Merchandising team for branding activities at stores
3. Operating all Schemes & Promotional Activities (Marketing & Sales) as per prior approvals and
discussed during the monthly review meetings
4. Responsible for Controlling Dominant shelf space at the stores.
5. Managing health of distributor channel on a monthly basis
6. Assisting the Area Sales Manager at Sales forecasting Brand and SKU wise while looking at the
Market Potential.
7. Training & Development of distributor sales team providing timely feedback in the market & through
monthly review and meetings.
Financial Responsibilities:
1. Documentation of outlet expenses (damages trade schemes promotional expenses visibility
expenses) on a monthly basis for audit purposes
2. Settling distributor and outlet claims (within stipulated time frame) after proper cross checking.
3. Submitting NOCs (No Objection certificate) - from distributors on a quarterly basis.
4. Efficiency tracking of all the investments and promotions in all the outlets.
Distribution Responsibilities :
1. Ensure all planned distributors in the zone are appointed in time and are operational
through proper coordination
2. Evaluate the performance of the distributors on a half yearly basis and take effective
action as required
for ensuring Distribution Health is maintained.
- Managing health of distributor channel on a monthly basis:
- Speed of claim settlement
- Monitoring damages as a percentage of sales
- Maintaining sales and stock register
- Generating primary orders on weekly basis to maintain adequate stock levels at any
given point
- Ensuring stockists are utilising the DMS tool effectively and audit whether bills are going
from DMS to market.
- Maintaining distributor MIS according to company norms
4. Ensure optimal distribution cost by reviewing Routing & Scheduling on a quarterly basis.
5. Monitoring inventory control thereby ensuring ready availability of the stock as per the
market demand and implement effective logistic strategies.
6. Appointment of DSR (Distributor sales rep) by identifying gap and for optimizing width &
depth of Distribution
Requirements :
- Graduate with 3-5 yrs experience in FMCG sales.
- Robust communication skills
- Selling skills: Relationship & networking
- Presentable
Required Experience:
Junior IC
