Area Sales Executive

Job Title: Territory Sales Executive – Food Services Channel Department: Sales & Distribution Reports To: Area Sales Manager Job Summary: We are looking for a proactive and results-driven Territory Sales Executive to drive both primary and secondary sales in the assigned territory. The role requires building a strong distribution network, expanding food service (FS) outlets, and ensuring effective demand forecasting, customer management, and execution excellence. Key Responsibilities:1. Sales & Distribution Management Drive primary sales by expanding and managing the distribution network across the territory. Drive secondary sales by increasing the number of FS outlets, enhancing range selling, and improving service levels. Ensure commercial hygiene, price discipline, and regular stock conversions through channel partners. 2. Market Execution & Planning Prepare and execute a daily Market Journey Plan (MJP) and submit weekly reports. Ensure 100% market coverage with visibility, merchandising, and outlet performance tracking. 3. Territory Insights & Forecasting Conduct detailed data analysis on primary and secondary sales to identify business gaps and growth opportunities. Share territory-specific inputs with the Area Sales Manager for effective demand forecasting. 4. Distribution Partner Management Maintain strong coordination with Distributors (DBs) for timely supplies, stock conversions, and commercial settlements. Provide guidance on inventory management and support stock planning for promotions and activations. 5. Cross-Functional Coordination Work closely with the Finance Team to address pricing discrepancies, manage claims, and resolve accounts-related issues. Support the Marketing Team by providing ground-level insights for local promotions and activations. Critical Success Factors: Graduate / Postgraduate with 2–4 years of experience in Food Services / HORECA / Institutional Sales. Proven understanding of sales & distribution models in the food services channel. Strong command over concepts like ROI, channel mix, trade promotions, and distribution KPIs. Experience in competitor mapping, benchmarking, and route-to-market optimization. Strong business development, negotiation, and customer relationship skills. Ability to work independently, with excellent execution discipline and data orientation. Key Skills: Territory Sales Management Channel Development FS/Institutional Distribution Data Analysis & Demand Forecasting Distributor Management Trade Marketing Execution Cross-functional Coordination Communication & Negotiation